The importance of negotiations in the japanese business system

Like Taraneh, Behrooz had pursued graduate studies in the United States.

The importance of negotiations in the japanese business system

Doing Business in Japan | World Business Culture

Meeting and Greeting The bow is an integral part of Japanese society. It is used to greet when meeting, to get attention, to show gratitude, to express sympathy, or to convey an apology. While doing business in Japan as a Westerner, you would not be expected to bow. You would most likely be greeted with a handshake combined with a slight nod of the head.

Always greet the most important or senior persons first. Always introduce yourself with your full name. Use American titles, Mr.


The Protocol for Exchanging Business Cards and Gifts If your meeting has a business purpose, exchanging business cards is essential. It would be proper to have prepared bilingual cards in advance. Using both hands, you would offer your card to your guest with the Japanese side up. It is important that no obstacle a plant, a chair, or a table is placed so as to interfere with or distract from the transfer.

When accepting a business card, be sure to accept it with both hands.

The importance of negotiations in the japanese business system

Look at it carefully and then put it in your wallet or in a card case. In other words, do not treat it casually. When greeting visitors in your home or when visiting a Japanese home in the U. Give a gift with both hands and accept gifts with both hands.

If offered a gift, unwrap it with the gift giver in your presence. Admire the paper wrapping as you receive and open the gift.

The importance of negotiations in the japanese business system

Gifts, if given, should be given at the end of a visit. Gifts should never be given in groups of four see 6. Why do some Japanese express themselves in ambiguous or indirect ways? The emphasis in Japanese culture on maintaining harmony has developed in such a way as to allow very vague forms of expression.

The cultural logic behind this is that by avoiding direct or explicit statements one has a better chance of not causing offense. This is often a source of misunderstandings between our cultures.

Refusals, however, often arrive heavily cloaked in ambiguous language, non-verbal communication and other clues which are clearly understood among the Japanese, but send mixed messages to Westerners.The impact of buyer-supplier relationship and purchasing process on the supply chain performance: a conceptual framework the prevailing culture in Taiwan’s distribution system emphasizes personal relationship between the manufacturers, wholesalers and retailers of their trade partners important in business dealings.

Similarly, Ganesan. Negotiation is a process where two or more parties with different needs and goals discuss an issue to find a mutually acceptable solution. In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts.

Because the Japanese place much emphasis on a person’s rank, knowing someone who is highly respected and important in Japan and can offer his or her endorsements is a useful way to further the business efforts of the company. American and many European cultural systems do) acknowledge the importance of negotiation as the most agreeable method of settling disagreements or minimizing/alleviating conflict between two parties engaged in a dispute.

The World Business Culture website offers a wealth of information and tips on how to interpret Japanese culture and understand the business structures and economy to ensure you are well-prepared when doing business in Japan.

These cultural values in business have moulded the Japanese business mind-set and shaped the traits of the Japanese way of doing business way: 3 (1) The importance .

Communication factors in negotiation