Year: 2014
Type: article
Abstract: This paper examines negotiation between Japanese and Americans in a business context from the comprehensive framework of 3-D negotiation. The three dimensions refer to tactics, deal design and setup, all of which are in play to reinforce each other’s effectiveness. Interviews were conducted with 32 Americans: Americans working presently or previously at a Japanese company, and those working at an American company who had experience negotiating with Japanese business people. Further interviews were carried out with 16 Japanese who had experience negotiating with American business people. The results demonstrate that successful negotiation depends greatly on advance preparation accompanied by a high level of intercultural sensitivity.
Authors: Junko Kobayashi, Linda Viswat
Institutions: Kansai Gaidai University, Otemon Gakuin University
Language: English
Subfield: Sociology and Political Science
Field: Social Sciences
Domain: Social Sciences
Open Access status: diamond
OpenAlex ID: W3202953412