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Japan Negotiations

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The Many Factors That Impact Negotiation Outcomes in Japan

Learn about the many factors that influence negotiations in Japan—including strategies for success and how miscommunications can impact the outcome.

Maintaining harmony is an essential aspect of Japanese business culture, including negotiations. To the Japanese, negotiations are a fluid process based on diligent preparation and mutual respect. Learn more about how indirect communications, formality, and developing trust impact negotiations. Observe a business role-play to understand how miscommunications can impact the negotiation. Understand that age, experience, and consensus-building are valued in Japanese society. Explore practical tips for managing a range of circumstances, determining the decision-maker, and developing strategies for negotiating. Review how the Japanese use indirect communications to indicate an affirmative or negative response.