How would you differentiate between negotiating with Japanese and Americans?
How would you differentiate between negotiating with Japanese and Americans? The Japanese tended to emphasize an interpersonal negotiating style, stressing verbal expressiveness, and listening ability, while their American and Brazilian counterparts focused more on verbal ability, planning, and judgment.
Why did Japan negotiate with the United States?
And although the Japanese government never believed it could defeat the United States, it did intend to negotiate an end to the war on favorable terms. It hoped that by attacking the fleet at Pearl Harbor it could delay American intervention, gaining time to solidify its Asian empire.
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.