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Explains that American managers often find negotiating with theirJapanese counterparts extremely difficult and frustrating due to a lackof understanding of the Japanese negotiation style in particular and ofthe Japanese language and culture in general. Describes key features ofthe BuyerSeller relationship as it is in Japans verticalsociety, later explaining the four stages of Japanese negotiation andpostnegotiation formalities. Emphasizes that Americans must not try tonegotiate using their own negotiation practices, since this will makeJapanese feel unduly pressured and the negotiations will be unsuccessfulsuccess can only come if Americans learn to operate within the Japaneseculture.
Journal of Services Marketing – Emerald Publishing
Published: Mar 1, 1992
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