International Negotiations: United States vs. Japan

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Your company has been approached by a reputed Japanese firm that wants exclusive production and selling rights for one of your innovative products. Your company has been looking for a strategic partner for the production of this product to reduce costs. The company president is very interested in exploring the possibility of developing relationship with this Japanese firm. This deal is very critical to the growth of the firm in the international market. Both parties are anxious and preparing for their first meeting in a month`s time to move this deal forward. This is the first time your firm is doing business with Japan, and this is also the case with the Japanese firm.

What do your negotiators need to know about Japanese bargaining behaviors to strike the best possible deal with this company?

In your small group, develop a strategic plan for negotiation and conflict resolution for your firm`s executive team in its first meeting with the Japanese. Include explanation of the bargaining behaviors of both countries. Are there any similarities between the two culture`s bargaining behaviors? Can you create a win-win deal? Additionally, include all the relevant information you can about building relationships with the Japanese because to increase the chances of successful negotiations, the negotiating team will be deployed to Japan for a full month before the negotiations.


What are Hofstede`s cultural indexes for the U.S. and Japanese cultures?

What do the Japanese need to know about U.S. behavior?

What do the Americans need to know about Japanese behavior?

How do you obtain a win-win situation?

Any help will be much appreciated. Thank you.

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