Negotiation and Culture: Case Study Essay

Words: 24172
Pages: 97
Open Document
Culture and Negotiations
Why do Japanese negotiators behave in the manner they do? How does culture affect negotiating behavior and outcomes?

MASTER THESIS Author’s name: Patrycja J. Krause Student’s number: 258891 Academic advisor: Søren O. Hilligsøe Faculty of English Aarhus School of Business May 2006

I would like to thank my Mom, Barbara, for her understanding, encouragement and eternal support, as well as my advisor, Søren O. Hilligsøe, for his academic help, advice and faith in me keeping my deadline!

Patrycja J. Krause Aarhus, May 2006

In loving memory of my Dad, Władysław, for showing me the world – this one is for you.

2

1. 2. 3. 4. 5. 5.1 5.2 5.3 5.4 5.5 6. 7. 8.

INTRODUCTION METHOD WHY JAPAN? DEFINITION …show more content…
Next, the paper discusses and analyzes Japanese negotiating styles and techniques 1 , and how they are influenced by the Japanese culture and cultural values. For this purpose, different aspects of verbal and non-verbal communication are to be discussed as well, and the paper is to analyze the meaning of these aspects in the context of negotiations. Finally, the paper is to take a look at two real life cases involving Japanese negotiators in order to illustrate behavior patterns and negotiation styles and techniques of Japanese negotiators. The author of this paper would argue that in an increasingly interdependent world, the ability to negotiate successfully is an important skill, and understanding the mindset and the behavior of the Japanese negotiator is essential and fundamental for successful negotiations.

1 Mainly focusing on the male negotiator, being the dominant player during negotiations in Japan.

5

Being aware of the reasons why the Japanese negotiator behaves and communicates they way he does, one may be less surprised or shocked by Japanese behavior, and may be better at focusing on, and handling, the negotiation itself. Knowledge of culture and cultural values of the other party works as an uncertainty avoidance in negotiations, and helps building trust in stead of tarnishing it with prejudices, which ultimately leads to a dead lock or even break
Show More

Related Documents: Negotiation and Culture: Case Study Essay

China and Cross Cultural Negotiation Essay

Portfolio: CROSS CULTURAL NEGOTIATION Brian Crummy MGT 470-1: Conflict Management and Negotiation September 28, 2014 Whether it be in business or world politics, agreements cannot be reached without communication and negotiation. For businesses and countries alike, the approach to these negotiations must meet the needs of both cultures equally for a positive outcome to be achieved. Perspective taking is the process of imagining the world from another’s perspective or “putting yourself in another’s…

Words 1176 - Pages 5

Essay on Final Report

Process 9 Pre-Negotiation 9 Face-to-face negotiation 9 Post negotiation 10 Cultural Factors 10 Time 10 Individualistic/Collectivist 10 Communication 11 Personal Relations 11 Strategic Factors 11 Strategy 11 Decision making 11 Need for an Agent 12 General Critique on Ghauri’s Framework 12 Introduction to the Case 13 Applying Ghauri’s IBN framework 14 Background 14 Objectives 14 Environment 15 Third Parties 16 Negotiators 17 Pre-Negotiation 18 Face-to-face Negotiation 19 Post-Negotiation 20 Conclusion…

Words 6707 - Pages 27

Russia: Negotiation Process Essay

Negotiation in Russia Russia is a country that is known for a unique culture of its people. The country became a separate country in 1991. The majority of the business people in the country have had little experience of cooperation with other cultures and countries. This has led to the development of a unique negotiation culture among the Russian people, with its unique characteristics and requirements. This essay attempts to analyze some of the characteristics of the negotiation techniques…

Words 1008 - Pages 5

Culture In International Business

This paper will examine the culture dimension in international business while globalization has effected every aspect of business. Today's global economy poses many challenges for multinational corporations (MNCs). While international business is conducted, there is not only cross border, but also cross cultural interaction. There is a great diversity in Worlds culture and with it come the difficulty to negotiate and understand fully all the cultures that may be encountered in a business environment…

Words 1308 - Pages 6

Immigration Identity Crisis

countries (developing countries like the Philippines, Mali, Congo, Burkina Faso, and Malaysia) [Guest 2016, 21-26]. These migrants have one thing in common, despite their apparent diverse languages, cultures and beliefs; all are in search of better lives. However, when immigrants encounter a new culture they are likely to encounter an identity crisis. They feel the need to, adapt and fit into the new society they have…

Words 342 - Pages 2

Do's En Don Ts In While Doing Business In Asia Case Study Essay

FRONTPAGE CASE Do’s en don’ts in while doing business in Asia Case behorend bij toetsen: Cross Cultural Management in het Engels Code toetsen: TMACCM01R1E/TMAZCC02R1E (oude stijl) Project: Doing Business in Asia Datum toetsen: Projectcoördinator: M.P. Jeandor Vakgebieden: Cross Cultural Management Toegestane hulpmiddelen op het tentamen: geen Rekenmachine: nee (géén mobiele telefoon!) Hand-outs: nee Boeken: nee…

Words 1197 - Pages 5

Module 3 Case Study Ncm 512 Essay

Module 3 Case Study NCM 512 The given facts state, “Women have had to fight for their rights for a long time. For example, the right of women to vote was granted in the USA only in 1920.” According to O’Neill (2003), there still remains a significantly unexplained difference in male and female compensation that cannot be accounted for in areas of gender differences in work commitment, education, and experience. As given, “Company ABC is a manufacturing company in the automotive industry…

Words 1558 - Pages 7

MGT470 CV Syllabus Essay

MGT470: Conflict and Management Negotiation Credit Hours: Contact Hours: 3 This is a 3-credit course, offered in accelerated format. This means that 16 weeks of material is covered in 8 weeks. The exact number of hours per week that you can expect to spend on each course will vary based upon the weekly coursework, as well as your study style and preferences. You should plan to spend 10-25 hours per week in each course reading material, interacting on the discussion boards, writing papers, completing…

Words 3673 - Pages 15

The Content of Global Marketing Essay

9.3 Video case study: understanding entry modes into the Chinese market Questions for discussion References 315 319 319 320 320 321 327 327 329 332 333 333 10 Export modes Learning objectives 10.1 Introduction 10.2 Indirect export modes 10.3 Direct export modes 10.4 Cooperative export modes/export marketing groups 10.5 Summary Case studies 10.1 Lysholm Linie Aquavit: international marketing…

Words 2492 - Pages 10

Business Evnironment Responsbility Jou Essay examples

Legal or Negotiated ABSTRACT. This study explores both the negotiating styles and moral reasoning processes of husiness people and governmental officials in Taiwan, so as to provide a footing for "outsiders" when negotiating with Taiwanese over environmental concerns. Findings imply that Taiwanese husiness people and governmental officials can and will reason hoth at the conventional level and at the postconventional level of moral judgment. But, results of this study also indicate that Taiwanese negotiating…

Words 5552 - Pages 23