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Negotiating in Japan
The role of negotiator is not identical all over the world. ... The business of negotiations takes on a different meaning in Japan. ... In Japan, it is recommended the draft contracts be kept to oneself. ... (Frank)
Listening
The ability to listen is crucial in any bargaining context, especially in Japan. ... methods where active speaking and a focus on “I” and “We” is predominant, the key to success in Japan is different. ... (Bone)
Options
During the negotiating process one of the main activities is the gathering of facts. ... Not only “silence” bus also “patience” is essential and considered a virtue in Japan. ... (Tung) Get all team members of the other side involved in the negotiations and avoid alienating any member, leading to a loss of face, or an individual’s integrity, a very grim mistake to make in Japan. ... Japanese partners will usually take breaks in the concession making phase to decide internally what to concede and in particular to get out of the social pressures of the negotiating table. ... Therefore, one should also apply the same tactics of making concessions outside the negotiating table and having limited authority, which necessitates frequently referring to one’s own headquarters. ... S negotiations, a focus on business "results" and concrete guarantees is perceived as immature and irresponsible in Japan. ...
Arrivals and Introductions
There is no such thing as being "fashionably late" in Japan. ... Try to ascertain before departing for Japan if your translator is up to the job. ... The Japanese often said "yes" when they meant "no," (Bill Clinton) A very good phrase to use when negotiating in Japan is "Yes, I agree with you, but. ... When negotiating something with a Japanese executive, sometimes it would be better avoiding expressions like "in the US. ... A smile can indicate a number of things in Japan, but more often than not, it indicates that the person does not understand, is embarrassed, or is uncomfortable with the situation. ... (2003) Negotiating the Japanese Way, Accounting and Business, Akauntan Nasional, 39-45
Lewicki, R. ... (1991) Handshakes across the sea: Cross-cultural negotiating for business success.
Approximate Word count = 2670
Approximate Pages = 10.7
(250 words per page double spaced)
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