Cultural Approaches to Negotiations: Understanding the Japanese

Abstract

Recent studies in Japanese and American negotiating styles are reviewed, and it is found that bargaining behaviours are affected by culture from the beginning of the negotiation process. These differences can be viewed as a set of styles, habits, skills and expectations that might be understood through ethnographic analysis. Once the bases for the differences in negotiation styles are understood, negotiating across cultures may be a more efficient process.

Citation

Hawrysh, B.M. and Lynne Zaichkowsky, J. (1990), "Cultural Approaches to Negotiations: Understanding the Japanese", International Marketing Review, Vol. 7 No. 2. https://doi.org/10.1108/EUM0000000001530