Cross Cultural Negotiation - Japan

CROSS-CULTURAL ISSUES IN NEGOTIATIONS JAPAN

Agenda ,[object Object],[object Object],[object Object],[object Object]

Agenda ,[object Object],[object Object],[object Object],[object Object],RP

Introduction Not sufficient to only know language; critical to understand crucial differences in cultural values

Business organization ,[object Object],[object Object],[object Object],[object Object],Focus on building long term relationships and emphasize on long term benefits

Seniority system ,[object Object],[object Object],[object Object],Japanese will always examine relative positioning in negotiation

Decision making ,[object Object],[object Object],[object Object],[object Object],Try to deal with higher ranks and in groups, factor in delays

Other aspects ,[object Object],[object Object],[object Object],[object Object],Avoid excessive assertiveness, may be viewed as aggressive

Pre-negotiation ,[object Object],[object Object],[object Object],RP Emphasize on building trust and long term relationship

Information exchange ,[object Object],[object Object],[object Object],[object Object],Be patient and persistent and ready with information!!

Persuasion ,[object Object],[object Object],[object Object],RP Maintain “Wa” at all time

Concession and agreement ,[object Object],[object Object],[object Object],[object Object],Settle overall agreement first and then details

Post-negotiation ,[object Object],[object Object],[object Object],Emphasize win-win situation and help increase the size of the pie

Munches!! ,[object Object],[object Object],[object Object],[object Object],Emphasize win-win situation and help increase the size of the pie

Cross Cultural Negotiation - Japan

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