Cross Cultural Negotiating A Japanese-American Case Study from Higher Education

Summary In the name Cross Cultural Negotiating: A Nipponese-American Case Study from high Education, R. Prestwich discusses about the negotiating mathematical operation amid a Japanese and an American Universities. These last ones validatory request to form a dual-degree program joint-venture. The author describes the negotiating extremity as the single close important influence on the achievement or trial of a negotiation1 and divides it into the following(a) six steps: timber1: Preparation bar 2: Relationship crack Step 3: study Building Step 4: Persuasion / Inventing Options for Mutual Gain Step 5: Concessions / Choice of assume up Choice Step 6: Agreement This process is applied to the joint-venture negotiation between the Japanese and the American Universities. The author uses the terms awase and erabi, to begin with coined by Kinhide Mushakoji, to describe the negotiating styles of the Japanese and the Americans respectively. The Japanese civilization is verbalise to be precise high-context, valuing root word interests, along with social obligations. Feelings and thoughts be not expressed explicitly. In another hand, the American culture is very(prenominal) low-context. It values individualistic interests and conversation is very explicit and promptly to the point.

The win-win negotiating style, where both parties seek the highest interests, is the around applied in international negotiations; however, the Japanese and the Americans tried to keep the other party by shifting their negotiating approach. Unfortunately, the negotiations still failed because of their chief(a) difference in cultures. The author, then, goes through and through the six stages once again by discussing about the ruby flags that go during the negotiations. For example, Japanese concourse value trust in mental synthesis a relationship and therefore, usually apply contracts verbally. In this case, the Japanese make the effort to provide the American party with very little and lengthy Memorundums of Understanding. The Americans take...If you want to lower a exuberant essay, hallow it on our website: Ordercustompaper.com

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