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| Topic: |
Social Issues
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| Number of pages / Number of words: |
13 / 3548 |
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Problem Analysis
To analyze the problem we have to study the American and Japanese negotiation styles and how culture in its different meanings affects negotiations.
1-Negotiation Styles
a. The American style (Doing Business with the New Japan, Hodgson, Sano, Graham, 2000)
Probably no single statement better summarizes the American negotiation style than "Shoot first, ask questions later," Throughout the American educational system we are taught to compete, both academically and on the sporting field...
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Adversarial relationships and winning are essential themes of the American socialization process. But nowhere in the American educational system is competition and winning more important than in case discussions in our law and business school classrooms. Of course, such skills are important at the negotiation table, but the most important skills such as how to ask questions, how to get information, how to listen, or how to use questioning as a powerful persuasive strategy are not taught or, at best, are underemphasized...
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