International Management 8th Edition by Fred Luthans,Jonathan Doh

Exercise 16

An American manager is trying to close a deal with a Brazilian manager, but has not heard back from him for quite some time.The American is getting very nervous that if he waits too long, he is going to miss out in any backup options due to waiting for the Brazilian.What should the American do? How can the American tell it is time to drop the deal? Give some signs that suggest negotiations will go no further.