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

Summary In the phrase Cross Cultural Negotiating: A Nipponese-American Case Study from high Education, R. Prestwich discusses about the negotiating numeric operation amid a Nipponese and an American Universities. These last ones corroboratory request to form a dual-degree program joint-venture. The author describes the negotiating wreak as the single to the highest degree important influence on the achievement or unsuccessful person of a dialogue1 and divides it into the following(a) six steps: tread1: Preparation criterion 2: Relationship spanner Step 3: breeding Building Step 4: Persuasion / Inventing Options for Mutual Gain Step 5: Concessions / Choice of imbibe 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, primitively coined by Kinhide Mushakoji, to describe the negotiating styles of the Japanese and the Americans respectively. The Japanese ending is verbalize to be precise high-context, valuing theme interests, along with social obligations. Feelings and thoughts are not expressed explicitly. In another hand, the American culture is very(prenominal) low-context. It values individualistic interests and colloquy is very explicit and at one time to the point.

The win-win negotiating style, where both parties seek the highest interests, is the roughly applied in supranational negotiations; however, the Japanese and the Americans tried to gibe the other party by shifting their negotiating approach. Unfortunately, the negotiations still failed because of their patriarchal difference in cultures. The author, then, goes by means of and through the six stages once more by discussing about the exit flags that go during the negotiations. For example, Japanese people value trust in mental synthesis a relationship and therefore, usually shape contracts verbally. In this case, the Japanese make the effort to provide the American party with very fine and lengthy Memorundums of Understanding. The Americans take...If you want to protrude a exuberant essay, score it on our website: Ordercustompaper.com

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