Negotiation in business, amricans vs japanese
Negotiation Styles - Similarities and Differences between American and Japanese log – ESLSCA D39
Islam Helal, Alaa Allam, Magdy Ahmad, Mostafa El Showeikh, Ahmad Samir
Abstract
This log discusses similarities and differences in negotiation styles between Americans and Japanese based on the results of questionnaires administered to 96 students in the United States and 102 students in Japan. Both in negotiations with a family member or a friend and in a business context, universal factors and those specific to American and Japanese cultures are identified. Although the essence of negotiation is universal, Americans and Japanese need to acquire different abilities in order to foster give-and-take relationships that will benefit both parties. It is essential for Americans to acquire the abilities: to listen attentively to what the other person says, and display willingness to compromise by controlling emotions. On the other hand, it is indispensable for Japanese to acquire the abilities: to utilize logic and reasoning, and help others recognize points of disagreement by expressing their opinions clearly.
Introduction
In the United States, a multiethnic culture, negotiations are carried out by almost everyone on a daily basis. A variety of research studies on how Americans negotiate have been conducted (Fisher, Ury & Patton 1991; Harvard Business School Press 2004; Lewicki, Saunders & Barry 2006; Ury 1993; 2007). The main focus has been on searching for ways to conduct effective negotiations within the American context except for some mention of cultural characteristics that may impact the negotiation process. This contrasts with Japan, a highly homogeneous nation, where people have commonly resolved problems through mutual concessions rather than through negotiations. "Negotiation has been identified with tactics and plots, and negatively regarded (Nakashima 2000). With globalization, however, systematizing a methodology of negotiation, has become essential
Islam Helal, Alaa Allam, Magdy Ahmad, Mostafa El Showeikh, Ahmad Samir
Abstract
This log discusses similarities and differences in negotiation styles between Americans and Japanese based on the results of questionnaires administered to 96 students in the United States and 102 students in Japan. Both in negotiations with a family member or a friend and in a business context, universal factors and those specific to American and Japanese cultures are identified. Although the essence of negotiation is universal, Americans and Japanese need to acquire different abilities in order to foster give-and-take relationships that will benefit both parties. It is essential for Americans to acquire the abilities: to listen attentively to what the other person says, and display willingness to compromise by controlling emotions. On the other hand, it is indispensable for Japanese to acquire the abilities: to utilize logic and reasoning, and help others recognize points of disagreement by expressing their opinions clearly.
Introduction
In the United States, a multiethnic culture, negotiations are carried out by almost everyone on a daily basis. A variety of research studies on how Americans negotiate have been conducted (Fisher, Ury & Patton 1991; Harvard Business School Press 2004; Lewicki, Saunders & Barry 2006; Ury 1993; 2007). The main focus has been on searching for ways to conduct effective negotiations within the American context except for some mention of cultural characteristics that may impact the negotiation process. This contrasts with Japan, a highly homogeneous nation, where people have commonly resolved problems through mutual concessions rather than through negotiations. "Negotiation has been identified with tactics and plots, and negatively regarded (Nakashima 2000). With globalization, however, systematizing a methodology of negotiation, has become essential