Effective Communication: Partnership in Italy
Melissa Chang is a business woman from US who is about to travel Venice, Italy to meet with her company’s partnering company. During the preparation of the trip she faces different obstacle like she was stressed and her friend cancelled their trip to Moscow at the last minutes. She was afraid of meeting the Italian Partner, however after collecting necessary information upon making phone contact with the company’s partnering company to confirm her travel plans. When Melissa meets face-to-face with the partners, she quickly realized their source of frustration and at the same time she was able provide all the information requested by them about the product. She was also able to answer all the questions and explain the business process during the first meeting in a productive way and also maintain the relationship for the further business for the future. Both Melissa and Italian partner drew up the projected plan for the next fiscal year at the end of the week. The President of the Italian office arranges a formal dinner in her honor and appreciates the professionalism of Melissa.
Analysis and Findings
In this case US company is not providing the basic product information due to which Italian partner were unhappy which may lead to cancellation of the partnership. When Melissa agrees to visit to Venice, Italy then she meet their partner company face to face, listen all their views and provide them with all the required information and answer all their questions on the spot due to which the partner company we really impressed with her performance and they started building the positive attitude towards US company.
Melissa’s communication impact on Italians
The company has not upheld the basic business standard due to which the Italian partners were frustrated. If the things did not get up cleared quick they company of US may lose the partnership. As Melissa Chang has a very good communicating skill through which she impressed the Italian partner and gain the positive appreciation. Melissa has both interpersonal and communicating skill. She has an ability to work with one-on-one as well as she can present a good public image for the organization.
She was aware of her own internal noise and the role it can play with her own listening abilities which makes her the best situational leader. She possessed the three basic competencies in influencing as diagnosing (being able to understand the situation you are attempting to influence); adapting (being able to adapt your behavior, and the other things that you have control over, to the contingencies of the situation); and communicating (being able to put the message in a way that people can easily understand and accept) (Hershey, Blanchard & Johnson, 2011).
Primary Sources of Information Prior to Melissa’s Visit
Effective communication plays a very important role in an organization. In order to do any work first we need to collect the information regarding the work which is very important. In this case, Melissa collected all the information of Italian partner through the phone call. But in this company it doesn’t show the good commutation because the colleague of the Melissa cancelled their recent trip to Moscow at the last minute, and do not respond to the requests of partnering or Host Company of Italy for information. This kind of behavior clearly shows that employees have lack of professionalism and negligence. So the perception of the company towards the parent company at US was not good.
The parent company at US is just focusing on the profit and forgetting the other factors that help in the maximization of the profit. So the parent Company is sending Melissa for the visit of the Italian partners without proper guidance and training. Melissa believes those Italian partner was frustrated and may cancel the partnership. So due to her effective communication and situational leadership she is successful to gain the Italians business. Thus we need to gather information from face-to-face communication or other means of communication like email, telephone, and fax etc. is very essential to begin any new business or work which makes easier to understand the situation and deal with it.
Primary Sources of Information after Melissa’s Visit
Before beginning any new thing the first thing we need to is gathering information regarding the new thing which makes easier to perform new task. In this case Melissa gathered and learned many things before visiting to the Italy, Venice. The parent company at US was doing negligence and doesn’t provide the information to the partner company at Venice as per requirement on time. When Melissa travelled to Venice and had face-to-face communication with their partner company at Italy, she realizes the reason for the frustration as the parent company at US has not provided the basic information regarding the product. She was successful on answering all the quarries of the partner company and also maintains the positive relationship for the business in the future.
The partner company also agrees to discuss details for the next fiscal year plan. The partner company appreciates Melissa’s ability of communicating and the performance of her and also the partner company arranges a formal dinner program in her honor. So face-t- face communication helps to gather all the necessary and available information before beginning any new task. The president of the partner company noted the empathetic listening skills and ability to relate to their business needs and being critical to their future success and also praises her for her quick action and decisiveness she demonstrated during their meeting.
Melissa’s Change in Attitude Dealing the Italian Partners
When Melissa reached Venice, Italy she was quite stress but she quickly realize that the partners companies were frustrated from their prospective because the parent company at US was not providing the proper information regarding the product. But Melissa was fascinated with the serenity of the Italian partners. Diagnosing and communicating might account for Melissa’s change in attitude about dealing with the Italian partners after her visit. After face to face meeting with Partner Company she was able to she was able to understand the situation over there.
But after meeting the partner company she was able to answer all their queries and also provided all the information regarding the product due to which they were happy about the performance of Melissa because she was able to handle the critical situation in a proper manner. She was also invited for the dinner by the president of the partner company at Venice which motivates her and feels more confidence and also the Italian Partner were more committed towards the product then before. Similarly, the dedication of Italian partners toward their works might also account for Melissa’s change in attitude about dealing with the Italian partners after visit.
Summary and Conclusions
Effective communication by business managers facilitates information sharing between company employees and can substantially contribute to its commercial success. Effective communication should generate the desired effect and maintain the effect, with the potential to increase the effect of the message. Interpersonal skills and written and oral communication skills are important not only in obtaining a job, but also in performing effectively on the job. Therefore, communication is essential to keep the organization functioning at maximum level and to make the most of the management human resources (Hershey, Blanchard & Johnson, 2011).
Brandt, W. K., & Hulbert, J. M. (1976). Patterns of Communications in the Multinational Corporation: An Empirical Study. Journal of International Business Studies. Hersey, P., Blanchard, K., & Johnson, D. (2011).Managing of Organizational Behavior: Leading Human Resources. (9th ed., pp. 243-250). Upper Saddle River, New Jersey: Pearson Education, Inc.
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