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Japanese business and management practices were discussed in Chapter 9. In addition, this chapter focuses on how Japanese firms tend to approach bargaining and negotiation situations. Based on these materials, consider the following questions about international negotiations with Japanese firms:
1. How would you characterize the basic negotiation strategies of a typical Japanese firm?
2. How would managers in a Japanese firm describe typical Western negotiation strategies?
3. If you were advising a small Western company that was about to begin negotiating with a major Japanese keiretsu, what advice would you offer to help it succeed?
4. In negotiating a contract with a Japanese firm, what mistakes might you make that could potentially be deal breakers?