FREE ESSAY ON CROSS BORDER NEGOTIATIONS

CROSS BORDER NEGOTIATIONS

Dennis Kelly
MGT 425
Special Project:
Getting Your Yen's Worth
Robert T. Moran
February 1, 1999
Cross border negotiations are often complicated endeavors, especially when the
negotiations are taking place between a Western culture like that of the U.S. and one of
the East like that of Japan. Cultural and philosophical differences along with
differences in tactics, perspectives and language can all complicate an all too often
difficult process.
It was noted by the author of this reading that the Japanese negotiator will consider the
conduct and actions of one American as representative of all Americans. This is due to
the incredibly homogenous culture of Japan. Census data indicates that over 99% of the
population of Japan are in fact Japanese, with the majority of the remainder being of
Korean descent, and that over 80% of the Japanese people practice one of two religions.
With such a consistent population, it can be argued that there is little diversity to be
found in the Japanese way of life. Japanese are likely to assume that other cultures are
similar in nature to their own and therefore feel that one individual, or small group of
individuals, would be a fair and accurate representation of their respective culture at
large. This raises problems in negotiations because often times Japanese will expect one
type of individual and not be prepared for someone who is unique, or a group that is
diverse. Perhaps the best way to help a Japanese negotiator when s/he is presented with
this problem is to avoid behavioral extremes. Make an attempt to behave in a reasonable
and conservative manner and try to avoid creating a chaotic environment. Allow the
Japanese to speak with one primary negotiator and try to conduct one's self in a
consistent manner.
When negotiating, Japanese strive for order and harmony while Americans go for the win.
The Japanese attempt to create a relationship that will endure so as to ensure future
business relations, they look at the complete picture and with the long-term
ramifications in mind. It is important to remember to avoid direct confrontations during
negotiations, as this approach is the polar opposite to Japanese philosophy and can
result in insult or injury to the Japanese as well as failure in the negotiations. Be
aware of differing perspectives and business theory and take into account how they may
influence Japanese negotiators.
The Japanese will consider all options and take the time required to ensure a complete
analysis of every aspect of proposed plan. Americans are notorious for their desire to
solve an issue and move as rapidly as possible. Patience needs to be exercised in this
situation and, if necessary, the American negotiator needs to use resolutions that have
already been made as a bridge to creating more agreements.
It is also important to realize how language and translation barriers affect
negotiations. It is extremely important to know not only what is being said, but also
what is being interpreted and understood. Depending on the district a Japanese negotiator
originates from may alter the meaning of a statement or an action and the American
negotiator has to be aware of this possibility and ensure that everyone is on the same
page.