How to negotiate with the Japanese?
How to negotiate with the Japanese? Indirect Communication For example, in Japanese negotiations, silence is often used as a sign of agreement or disagreement rather than explicitly saying “yes” or “no.” The Japanese also value harmony and avoiding conflict, so they may use indirect language to express disagreement or reject a proposal.
How unique is Japanese negotiating behavior?
Japanese negotiators often wait until the last minute before panicking and offering concessions, yet they are not the sole negotiators to do so. If circumstances have changed after an agreement had been reached, the Japanese are likely not to take a strictly legalistic approach and try to renegotiate the agreement.
What do Japanese value most?
In Japan, some of the core values are thinking of others, doing your best, not giving up, respecting your elders, knowing your role, and working in a group. These concepts are taught explicitly and implicitly from nursery school into the working world.