SABRINA ISLAM

ID 1730802
COURSE : GSG 101
COURSE TITLE :
INTRODUCE TO GLOBAL STUDIES
FACULTY : MD AMJAD HOSSAIN
ASSINGMENT :
JAPANESS STYLE OF NEGOTIATION
 JAPANESS STYLE OF NEGOTIATION

Japanese negotiators come from a culture that prizes quiet accommodation

emphasizes personal obligations. And avoids open social conflict. Japanese
culture says they have been taught to avoid social conflict. The last thing in the
world the Japanese wants to do is to negotiate at a formal negotiating session. If
Japanese does not want to negotiate in a formal session then they elaborate
ritual, tries to be cordial and avoid confrontation.

For Japanese the development of personal relationships is critical. Relationships

are built on shared values and experiences which serve as a common foundation
for the Japanese. The Japanese take perverse ride in proclaiming their language to
be the world’s most imprecise. Japanese may say a few words and expect them to
carry a complex message. More often than not, Japanese communication is high
context. The Japanese position is usually leaked to some other nation before it is
formally revealed. Japanese officials initiate encounters with the press. They
except and often get editorial sympathy from the domestic press at least in
foreign economic negotiations. They like to talk about practical solution, resolving
matters case by case. They allow the solution to recede the principle. They find
compromise difficult. They often create a fictive principle or offer meaningless
concessions. They try to stress areas of agreement. They try to avoid contention.
They negotiate to avoid failure. The Japanese do not deliberate extensively over
their bargaining tactics or plan what concessions they might make. They
sometimes wait for the other negotiators to resent a first proposal. However,
when the Japanese do resent a first proposal, it is carefully drafted and
reasonable. It reflects the Japanese predilection for well informed, best solution
and the solidarity arising from domestic consensus building. The Japanese are
reluctant to press points via debate and other aggressive, verbal means. Because
they send more time to listening than verbally assaulting or counterattacking the
other side’s position. Most bargaining reaches a point when the parties must
either agree or break off. Japanese negotiators respond by, continuing to press
for understanding of their situation and by attributing the failure to reach an
agreement to misunderstanding. Japanese verbal responses to requests may be
troublesome for foreigners. They need a medium to convey their message. The
opposite negotiator must be well reared in negotiation because Japanese
counterpart has made an independent study of the problem. The Japanese
negotiator will open negotiations by asking questions so that he can hear the
opposite party say his piece. They have more patience than others. For a
successful negotiation other arty should know the Japanese language and
nonverbal communications.

As the discussion of bargaining moves, cultural elements and individual

negotiators implied the other negotiator should avoid static image of Japanese
behavior. Ways exist effectively to negotiate agreements between
representatives of the two parties and there is a record of these having been
successfully employed with repeated success since World War 2.

REFERENCE
National style of Negotiation by HANS BUNNENDIJK