Japanese Strategies
American
True of False -- American
True of False - Japanese
Culture Difference
100
To avoid big issues and spend days on minor details is an efficient means of breaking down resistance and tiring the opposition until the Japanese side is ready to discuss the real issues.
The Detail Strategy
100
Americans tend to behave: a. Informally b. Formally c. adaptive to the situation
Informally
100
It is true that Americans can generally act/negotiate without emotion?
False They display happiness, anger, disappointment.
100
Avoid social conversation before beginning formal negotiation
False Meet socially before beginning formal negotiation --- avoiding social conversation may lead to bad impression
100
What do the Japanese do before getting in inside of a house?
taking off shoes
200
Japanese negotiators often try to hold their original position as long as possible, even while patiently listening to a flood of counter arguments.
The Bamboo Strategy
200
Americans are considered to be: a. Risk adverse b. Risk takers c. Risk neutrals
Risk takers
200
Americans tend to believe in directness and honesty when negotiating.
True They prefer the open negotiation with openness and frank discussions about what they need.
200
Start the negotiation whenever you are ready
False Wait for counterpart’s signal before starting negotiation
200
Walking and ( ) at the same time can be rude.
Eating
300
During which the opponent negotiator will misunderstand everything that can possibly be misunderstood, only to slow things down and tire the opposition.
A variation of the details strategy --- The Misunderstand Everything Strategy
300
The Japanese negotiator focuses on: a. task rather than time per se b. “faster” is better because productivity is so high valued c. the opportunity to information sharing
the opportunity to information sharing
300
Americans never act aggressively in negotiations, even though the outcome of those negotiations may not be what they expect.
False Americans can act aggressively, to the point of arguing and perhaps showing their counterparts where their logic is incorrect.
300
Japanese only focuses on their benefits, thus it is useful to use a more aggressive approach.
False Make the first proposal and receive counter proposal --- focus on reciprocity. Avoid using aggressive tactics and threats. Negotiator asking for high price may destroy the trust built.
300
Put an appropriate word for a blank. Certainly Japanese society shows many of the characteristics of a ( ) society: such as putting harmony of group above the expression of individual opinions and people have a strong sense of shame for losing face.
collectivistic
400
The Japanese negotiator seems to have all the time in the world, and he often combines it with ‘The Silent Strategy,’ which in Japan is seen as the natural state, expertly employed to make Westerners negotiate against themselves.
The Farmer Strategy
400
People of different cultures negotiate differently, which will then: a. make for harder negotiations b. produce different outcomes c. force both parties to compromise
make for harder negotiations
400
In negotiating, Americans generally act with solidarity, keeping consensus and allowing one person to speak for them.
False Americans value individualism and value initiative and creativity
400
Because Japanese prefer informal channel of communication and detail information, they like to examine issues one by one separately.
False Japanese examine all issues simultaneously in a more holistic approach
400
The Japanese think ( ) as portents of death.
chrysanthemums or white flowers
500
It is a way to show that Japanese care about the relationship. It is not uncommon for Japanese negotiators to come back to an offer they had already rejected.
The Keep-your-supplier-alive Strategy
500
The real cultural deal breakers are embedded in two critical components. They are:
language mistakes and violations; lack of culture understanding and lack of negotiation tactics
500
Cultural deal breakers such as language mistakes and violations of local protocol are the main reason negotiations go wrong.
True
500
Concessions are made only near the end of the talks and usually all at once --- basic goal of long term mutual benefit
True
500
What dimension is this explanation about? Japanese are always conscious of their hierarchical position in any social setting and act accordingly. This dimension deals with the fact that all individuals in societies are not equal – it expresses the attitude of the culture towards these inequalities amongst us.
Power Distance
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