Paper Summary:

This paper discusses the different approaches and focuses of American and Japanese businessmen during business negotiations. It particularly explores the emphasis the Japanese place upon fostering "harmony" in business dealings and how they perceive the business meeting between two sides as not a time for further negotiation, but as an opportunity for both sides to express their commitment to the deal brokered. It then discusses how these different focuses can affect business relations between the two parties.

From the Paper:

"To close, the preceding several pages have outlined how it may be possible for an American firm to negotiate in good faith with a Japanese company, secure valued concessions - and, ultimately, lose the deal or the cherished business relationship. Quite simply, the Japanese view business meetings and business arrangements in a way that is markedly different from the way Americans view them, and any U.S. firm which places bottom-line considerations before the building of personal and professional relationships is setting itself up for failure."

Sample of Sources Used:

• Miller, Peter D. "Getting Ready for Japan: What Not to Do." Journal of Business Strategy, 12.1 (1991):32-35
• Otsubo, Mayumi. "A Guide to Japanese Business Practices." California Management Review, 28.3 (1986): 28-42.
• Parry, Craig. "Do Business in Japan by Following the Way of 'Wa'". Law.com: In-House Counsel. 20 Nov. 2006. ALM Properties. 29 Nov. 2006 <http://www.law.com/jsp/ihc/PubArticleIHC.jsp?id=1163757931846>
• Worthy, Ford S., Ricardo Sookdeo, and Joy Huibonhoa. "Keys to Japanese Success in Asia." Fortune 7 Oct. 1991: 157-160.

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