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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
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