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This 3 page paper discusses the negotiation approach used in Asia, specifically with the Japanese, Chinese and Korean businesspeople. The paper describes some of the approaches used in these three countries with a greater emphasis on Japan. Bibliography lists 2 sources.
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3 pages (~225 words per page)
File: MM12_PGngasn.rtf
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stance (Martin et al, 1999). Martin and colleagues (1999) suggest the negotiation process is much like that between father and son, the father is the buyer, the son is the
seller. Most often, the Asians have relatively large teams who participate in the process (Paik and Tung, 1999). Since the American "team" is usually at most a few people, the
Americans are outnumbered and placed at a significant disadvantage immediately (Paik and Tung, 1999 In many Asian countries, the most important phase in the negotiation process is relationship-building (Martin et
al, 1999; Paik and Tung, 1999). The American focus is typically persuasion and compromise (Martin et al, 1999). The Japanese are seldom direct, instead, "they attempt to infer what the
other parties` assessment of the situation" (Martin et al, 1999, p. 65). Maintaining harmony is very important and they will often repeat things that have already been covered, in very
ambiguous terms (Martin et al, 1999). Status is very important and it is reflected in the seating arrangement (Martin et al, 1999). The top executive, for instance, sits the furthest
away from the door (Martin et al, 1999). The people who have the authority to make decisions sit on the executives immediate side (Martin et al, 1999). Negotiation in Japan
is macho, it is akin to war, something that reflects their concept of masculinity (Martin et al, 1999). They have already decided what the outcome should be, this was decided
before they came to the table (Martin et al, 1999). It is very hard to change that decision (Martin et al, 1999). The team is extremely well-prepared, theyve done their
research, and they consider Americans unprepared and insincere (Martin et al, 1999). Saving face is real and is essential, the team cannot fail at the negotiation table (Martin et al,
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