Japanese negotiation styles and decision-making processes

Authored by: Parissa Haghirian

Routledge Handbook of Japanese Business and Management

Print publication date:  February  2016
Online publication date:  January  2016

Print ISBN: 9780415734189
eBook ISBN: 9781315832661
Adobe ISBN: 9781317859550

10.4324/9781315832661.ch29

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Abstract

Japanese management teams have a very particular way of negotiating and making decisions. This style of coming to conclusions and making corporate decisions draws strongly on Japan’s cultural roots, and the tendency to respect others and include their opinions has given rise to a group-oriented decision-making and negotiation style which is quite contrary to Western approaches. In cross-cultural negotiations, the differences between the different styles can often become the cause of misunderstanding and even conflict.

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