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Understanding Japanese Management Practices by Parissa Haghirian

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Chapter 9

Negotiations With Japanese Business Partners

When negotiating with Japanese business partners, cultural differences become most obvious. Japanese negotiation techniques include building strong relationships with their business partners, vague responses, and group decision making. Western negotiation styles are therefore often perceived as aggressive and too direct. Many negotiations fail because of these cross-cultural misunderstandings. Knowledge of basic Japanese negotiation practices can help in reaching goals and supporting market-entry processes. The following sections discuss the mistakes to avoid when negotiating with Japanese business partners. Upon completion of this chapter you will learn about the following factors:

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