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How to Negotiate With the Japanese
Tung, Rosalie L.
26/4  (Summer 1984): 62-77

This article focuses on a study conducted to find successful methods of negotiating with Japanese enterprises. Most American firms perceive major differences between the decision- making and negotiation styles of the American negotiating team vis-a-vis the Japanese team. Many of these differences are culturally based. The results of regression analysis and T-tests of significance indicate that reading books on Japanese business practices and social customs could improve cultural understanding and thus increase the probability of success of future negotiations. As noted previously, the analyses of factors responsible for the success or failure of negotiations appear to suggest that familiarity with Japanese business practices and social customs is a necessary but insufficient condition for success. Further, The analysis of factors responsible for the success of business negotiations indicates that the attitude adopted by the American firm has a significant impact on the outcome of the negotiation. This is where preparatory procedures designed to promote understanding of the Japanese culture would be useful. As noted previously, reading books on Japanese business practices and social customs could significantly enhance the incidences of success.

 

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