Nora Sakari: A Proposed Joint Venture In Malaysia

5087 words - 20 pages

Marketing Research and Management in SEACase Analysis:Nora-Sakari:A Proposed Joint VentureIn MalaysiaSubmission date: 03.03.2004Nanyang Technological UniversityCONTENTS:___________________________________________________________________________Introduction 1Cultural differences 2Relationship-Focus vs. Deal Focus 2Formal vs. Informal 4Time and Scheduling- Monochromic vs. Polychronic 5Why Nora should contact Kuusisto in Helsinki. 6Why shouldn't Nora contact Kuusisto in Helsinki? 9Conclusion 12How to create a win-win situation? 13Proposal number one: 14Proposal number two: 15The actual results of the negotiations between Nora and Sakari 16IntroductionThis case is about Nora, one of the leading suppliers of telecom solutions in Malaysia. The case involves a possible joint venture with Sakari, the leading manufacturer in Finland of mobile phones and telecom systems. There is a large potential in the future development of telecom facilities in Malaysia and the to enterprises have discussed a joint venture since May 1990 in order to get their share of the Malaysian market. Nora's reason for the joint venture is to gain Sakaris advanced telecom solutions and cable related technology, while Sakaris main benefit is to access the Asian and Malaysian market.In 1991 Nora made a bid on a 2 billion RM contract from the largest telecom company in Malaysia, Telecom Malaysia Berhad (TMB). They based the bid on supplying Sakaris technology and in early May 92' Nora won a 1/5 share of the contract. However observers were critical of TMB's decision to select Sakari, as they were small and unknown compared to the competitors like Alcatel, Fujitsu, NEC and AT&T.Following the successful bid and ignoring the criticism against Sakari, the two companies held a major meeting in Helsinki on May 21, this to finalize the joint venture. The meeting went on for several days, and the negotiation turned out to be quite difficult as there raised several disputes between the two counterparts. The negotiation turned out even more complicated when Sakari became interested in bidding a recently announced tender for a major telecom contract in the UK.As the May-meeting resulted in no fruits, there was held a new meeting on the 6th of July in Kuala Lumpur. In this meeting, the two leaders of Sakari and Nora did not participate, but followed the process and was briefed on the progress of the negotiations. Some of the issues of the negotiation were difficult to resolve and had led to heated discussions. These included aspects like equity ownership, technology transfer, royalty payment, expatriates salaries and perks, and arbitration.At the end of the 5-day negotiation many of the issues couldn't be resolved. But Nora will soon have to fulfil the contract with TMB, and time is running out. So what should Zanial do? Reconcile with Sakari or find another partner for the big contract?Cultural differencesOne of the major problems that faced the joint venture possibilities between Nora and...

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