Negotiation Process

Cross-cultural negotiations can be a challenge for European firms looking to expand abroad, especially Japan with its unique understanding of negotiations and of business relations.  Because of a wide range of historical, geographical and social factors, decision-making in Japan is much more group-oriented than in Europe, and Japanese businesspeople are, as a result, much more interested in preserving group harmony and ensuring as broad a consensus as possible, rather than trying to reach a deal. Moreover, Japanese conceptions of a deal itself are different to those in the west: Whereas in Europe, we tend to view a deal as a firm and specific commitment which must be honoured (particularly since it is often the product of long and tough negotiations!) the Japanese are more inclined to see a deal more as a beginning to a long term relationship, subject to changing circumstances and other factors. Understanding how the Japanese negotiation process flows can be a way to help European firms gain a competitive advantage and avoid frustration.

Minako Kadoi, Japanese negotiation styles in business, 2015
Business Negotiations between the Americans and the Japanese, 2010

Table of Contents

• Making contact
• Navigating Corporate Hierarchies
• Building Long-Term Business Relationships
• Indirect and Direct Communication
• Avoiding Confrontation
• The Japanese  Decision-Making Process
• Japanese Attitudes Toward Contracts
• Japanese Attitudes Toward Litigation
• Expert Reports
• E-learning Videos
• Further readings