vantage lies in parties not stating the central issue and instead skirting around the target problem. This is often seen in husband-wife arguments.Integration- this technique requires the conflicting parties to collaborate in order to resolve the conflict at hand. Both parties must possess the attitude that although in conflict, a workable arrangement can be reached through compromise.(A model for conflict resolution is listed in Appendix B)CASE STUDYThe following case study provides an insight into the dynamics of conflict in international trade. The difficulties arise due to powerful lobby groups and vested interests. Successful cross-cultural trade provides a perfect illustration of the dynamics of conflict management and the following example is an instance where this succeeded.The Otis Elevator Companys entry into the Chinese market is a prime example of how conflicts can be resolved through integration, compromise and positive confrontation. The Otis Elevator Company wanted to gain access and participate in the Chinese market It would use the cheap, skilled labor to its advantage to have a competitive advantage over its competitors. Chinas primary objectives behind allowing the Otis Elevator Company into its market were to acquire advanced technology, earn valuable foreign exchange and gain management expertise. During negotiations, three major hurdles were encountered. The first hurdle involved Chinas demand to produce advanced products to substitute for imports and save valuable Chineses foreign exchange. Otis on the other hand wanted to initially transfer their more primitive technology since they could meet the demands of the market. Over a period of time, the latest technology could be transferred as they gained experience in the technology. Through compromise, the Chinese drew up a technology transfer schedule that entailed the transfer of the latest technology over a period of time. Otis compromised on the second Ch...
