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

Summary In the article Cross Cultural Negotiating: A Nipponese-American Case Study from Higher Education, R. Prestwich discusses about the negotiating mathematical operation amid a Nipponese and an American Universities. These last ones collateral request to form a dual-degree program joint-venture. The author traces the negotiating outgrowth as the single most important influence on the achievement or failure of a negotiation1 and divides it into the following(a) sestet steps: measuring rod1: Preparation Step 2: relationship twist Step 3: Information Building Step 4: Persuasion / Inventing Options for Mutual Gain Step 5: Concessions / Choice of scoop up Choice Step 6: Agreement This process is applied to the joint-venture negotiation between the Nipponese and the American Universities. The author uses the terms awase and erabi, originally coined by Kinhide Mushakoji, to describe the negotiating styles of the Japanese and the Americans respectively. The Japanese culture is said to be exact high-context, valuing group interests, along with social obligations. Feelings and thoughts are not express explicitly. In another hand, the American culture is precise(prenominal) low-context. It values individual interests and communication is very explicit and now to the point.

The win-win negotiating style, where both parties try out the highest interests, is the most applied in supranational negotiations; however, the Japanese and the Americans tried and true to accommodate the other party by shifting their negotiating approach. Unfortunately, the negotiations lock away failed because of their primary difference in cultures. The a uthor, then, goes through and through the si! x stages again by discussing about the red flags that go during the negotiations. For example, Japanese people value trust in mental deductive reasoning a relationship and therefore, usually make contracts verbally. In this case, the Japanese made the effort to provide the American party with very detailed and lengthy Memorundums of Understanding. The Americans take...If you want to get a lush essay, order it on our website: OrderEssay.net

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