Business English

Different styles of negotiations:

Japanese

Presentation is prepared
by the first-year student
of the masters program E&M

Bubentsova Victoria
 Japan: negotiation styles

1. Cultural features and differences

2. Behavioral aspects
3. Rules and advice
 Japan: negotiation styles

Cultural differences :
Language
Nonverbal behaviors
Values
Thinking and decision-making processes
 Japan: negotiation styles

Behavioral features
2. Hiding of
1. Emotional Emotions
3. Power Plays
Sensitivity An able hawk
hides his talons

5. Group Spirit
4. Amaeru & 5.a) Ringi
Paternalism The nail that Process
sticks up is hit

6. Avoidance of
No
 Japan: negotiation styles

Rules and advice

Watch out!

Senior member Long-term decisions

Group participation Decision
implementation
Information-gathering
Respect
Decision making
Inflexible position
 Japan: negotiation styles

You should:

Stick to the protocol

Show great respect
Make reasonable demands
Socialize in between meetings
Comply with previously determined conditions
 Japan: negotiation styles

Remember:

Negotiating style will be non-individualistic,

impersonal and unemotional, but emotion is
important.

Logic and intellectual argument alone cannot

sway the Japanese.
 Japan: negotiation styles

They must like you

and trust you wholeheartedly,
otherwise no deal!
Thank you for your attention!