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NEGOTIATING STYLE OF THE JAPANESE.   Term Paper ID:29839 Click to get this paper

Essay Subject: Personal styles in face-to-face negotiations.... More...

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Paper Abstract: Personal styles in face-to-face negotiations. Effect of Meiji Restoration and its redistribution of power to all segments of Japanese society. Value of consensus. Japanese orientation toward the development of relationships. Describes the typical negotiating style. Word meanings and misunderstandings in negotiating with Westerners. Assesses role of verbal, nonverbal and listening activities. Paper Introduction: THE NEGOTIATING STYLE OF THE JAPANESE Introduction This research examines the negotiating style of the Japanese. The focus is on the personal styles of individuals engaged in face-to-face negotiations. The research concludes with (1) a description of the typical negotiating style of the Japanese and (2) a proportional assessment of the role of verbal, non-verbal, and listening activities in negotiations by Japanese. Examining the Negotiating Style of Japanese In some ways, contemporary Japanese negotiating styles may be traced to the Meiji Restoration. The Meiji Constitution was implemented in 1889 (Toland, 1970). When the strong central government was established as a part of the Meiji Restoration, the existing v Text of the Paper: The entire text of the paper is shown below. However, the text is somewhat scrambled. We want to give you as much information as we possibly can about our papers and essays, but we cannot give them away for free. In the text below you will find that while disordered, many of the phrases are essentially intact. From this text you will be able to get a solid sense of the writing style, the concepts addressed, and the sources used in the research paper. the negotiating style of the japanese Introduction This research examines the negotiating style of the Japanese. At the table: Observations on Japanese. One of the traditional Japanese values preserved under the MeijiRestoration was loyalty. Japanese negotiators tend to focus more on the development of arelationship of trust between parties than on a narrow objective ofconcluding a contract. For the Japanese negotiator, however, use of the word "yes" maysignify any one of four different meanings (Ruthstrom & Matejka, 199 ). American Business Review, 17(1), 65- 71.Onaitis, S. Japanese negotiators do focus onnegotiating topics, although they tend to be flexible as to the order ofdiscussion. Withinthis context, use of the word "yes" by a Japanese negotiator means that heor she understands exactly what is being said by the other party, is intotal agreement with what is being said, and accepts the other party'sproposal (Ruthstrom & Matejka, 199 ). ReferencesBellah, R. The Japanese. Supply Management, 3-6.Martin, D., Herbig, D., Howard, C., & Borstorff, P. Stanford, California: Stanford University Press.Toland, J. Los Angeles: Silver Lake Publishing.Paik, Y., and Tung, R. C. O. Conclusion The typical Japanese negotiating style is strongly oriented toward thedevelopment of relationships, while they also rely on a strong basis offactual information that establishes the focus of the negotiations. Seeking consensus as an end objective of negotiations leads theJapanese toward a process of collective decision making. Examining the Negotiating Style of Japanese In some ways, contemporary Japanese negotiating styles may be tracedto the Meiji Restoration. The social environment created is characterized by (1) a high levelof toleration, and (2) a high level of reconciliation of opposingprinciples and ideas (Bendix, 1977). It is, therefore, vital that Western negotiator learn the nuances oflanguage that may be involved in negotiations with Japanese. This framework explainsin large part why the focus of most negotiations by Japanese is on thedevelopment of consensus among the negotiating parties (Bellah, 1957). Onaitis (1999) defined four negotiating styles - datacrats, goalies,relators, and expressors. The balance in the application of these negotiatingskills is approximately equal. Loyalty was not (and is not) unidirectional inJapan. (1957). The research concludes with (1) a description of the typicalnegotiating style of the Japanese and (2) a proportional assessment of therole of verbal, non-verbal, and listening activities in negotiations byJapanese. N. (1999). The third meaning that may be implied by the use of the word "yes" bya Japanese negotiator is that he or she understands exactly what is beingsaid by the other party, and that he or she accepts responsibility forpresenting the other party's proposal to all other stakeholders who must beconsulted before the proposed position is accepted (Ruthstrom & Matejka,199 ). In the actual conduct of negotiations, word meaning is an importantfactor that can lead to misunderstandings when Japanese are negotiatingwith Westerners. Again, however, this use of the word "yes" does notmean that the immigrant individual agrees with what is being said by theother party (Ruthstrom & Matejka, 199 ). (1977). Body talk. Power in the newgovernmental structure was extended to all segments of Japanese society, asopposed to simply a redistribution of power among members of the formerprivileged (warrior) class (Smith, 1959). Loyalty flows downward in Japan, as strongly as it flows upward insociety (Reischauer, 1981). Thefocus is on the personal styles of individuals engaged in face-to-facenegotiations. (197 ). Their use of verbal communications is more circumspect whileremaining effective. Industrial Marketing Management, 19, 191-192.Smith, T. This action, atonce, (1) preserved much of the traditional structure and authority of thecountry, while (2) establishing a firm central control. Social values are also significant in the development of negotiatingstyles in Japan. Japanese negotiators tend to employ both thedatacrat and the relator styles. (1991) Getting to Yes: Negotiating Agreement without giving in. The Meiji Constitution was implemented in 1889(Toland, 197 ). The first meaning that may be implied by the use of the word "yes" bya Japanese negotiator may be recognition. (2nd ed.). Thus, Japanese negotiators tend to focus on the needs of abroader stakeholder group than is true of Western negotiators (Paik & Tung,1999; Martin, Herbig, Howard, & Borstorff, 1999). (1999) Negotiating with East Asians: How to attain "win-win" outcomes. The second meaning that may be implied by the use of the word "yes" bya Japanese negotiator is that he or she understands exactly what is beingsaid by another party. They also have a strong focus on the development ofrelationships (Martin, Herbig, Howard, & Borstorff, 1999; Paik & Tung,1999). Johnson (2 ) reported that non-verbal communications andlistening skills play larger roles in most negotiations than do verbalcommunications. The focus on collective goals provides a frameworkwithin which negotiating styles develop in Japan. L. (1999, January). (2 , November 3 ). The Japanese negotiator, thus, seeks to establishthe basis for long-term contacts and cooperation (Paik & Tung, 1999). Collectivedecision making, to the Japanese, means extensive and extendedconsultations between all parties concerned, until a true consensus isreached. Berkeley, California: University of California Press.Fisher, R., Ury, W., & Patton, B. New York: Random House. New York: Penguin Publishing.Johnson, R. The rationalizing tendencies of Japanese religionsprovided the catalyst for the development of these values (Reischauer,1981). Inrelation to verbal communications, non-verbal communications, and listeningskills, Japanese negotiators employ both listening and non-verbal skills togreat effect. Cambridge, Massachusetts: Harvard University Press.Ruthstrom, C. (199 ). (1981). R., & Matejka, K. Management International Review, 39(2), 1 3- 122.Reischauer, E. Nation building and citizenship. Loyalty enhances the Japanese concern withcollective goals. When the strong central government was established as apart of the Meiji Restoration, the existing village and agrarian structurewas incorporated into the new governmental structure. For most Westerners, the use of the word "yes" signifiesagreement. The rising sun. An illustration of this negotiating style involves thevariety of meanings implied by Japanese negotiators in the use of the word"yes", and the related misconceptions of these implied meanings by Westernnegotiators. The fourth meaning that may be implied by the use of the word "yes" bya Japanese negotiator is agreement with the other party's position. Glencoe, Illinois: Free Press.Bendix, R. (1959). Negotiate like the big guys: How small and mid-size companies can balance the power in dealing with corporate giants. Tokugawa religion. In the earlystages of the negotiating process, use of the word "yes", as an example, bya Japanese negotiator likely means something other than agreement andlikely means something other than its use will mean in later stages of thenegotiating process (Martin, Herbig, Howard, & Borstorff, 1999; Fisher,Ury, & Patton, 1991). Within this context, use of theword "yes" means that the negotiator acknowledges that he or she is beingaddressed by another party, but this use of the word "yes" does notnecessarily imply agreement with the position of the other party (Ruthstrom& Matejka, 199 ). The meaning of "yes" in the Far East. The agrarian origins of modern Japan. Japanese negotiators exhibit strong listening skills.Although they do not tend to be emotional, their non-verbal skills also arestrong (Martin, Herbig, Howard, & Borstorff, 1999; Paik & Tung, 1999). These values reinforce the objectiveof consensus development in the conduct of negotiations by Japanese(Martin, Herbig, Howard, & Borstorff, 1999; Paik & Tung, 1999). Fisher, Ury, and Patton (1991) identified verbal communications, non-verbal communications, and listening as three important skills fornegotiators. If this paper is not what you are looking for, you can search again: Search for: or Click here to request an essay written just for you.