Transcript to see out powerpointpresentation online

Negotiations with Japanese
Simone Eisl
Markus Frank
Horst Frisch
Georg Lanzinger
What‘s Power Distance?
• Relationship between unequals
• Decision making style – hierarchy
PDI: Austria - Japan
120
100
80
60
40
20
0
Austria
Japan
Malaysia
Individualism
Individualist
Collectivist
Self-sufficiency
Independent roles
Family/Individual
Groups
Task prevails
Relationship prevails
IDV: Austria - Japan
100
90
80
70
60
50
40
30
20
10
0
Guatem.
Japan
Austria
USA
Expectations for Outcomes
• Different Goals
• Fairness and Advantage
• Negotiation Outcomes
– Win-Lose
– Win-Win
– Stalemate
Communication and Style of
Communication
•
•
•
•
Differences in Focus
Honour
Form
Emotion
The Phases of Negotiations
•
•
•
•
Development of a Relationship
Information Exchange
Persuasion
Concession and Agreement
Important points when
negotiating with Japan
• How to start business relations
– Connections
– Establish relationship
– Business cards
• Status
Important points when
negotiating with Japan
•Communication
• Time
Homepage
http://www.go.to/negotiate