Beware of Japanese Negotiation Style: How to Negotiate with Japanese Companies

Zhang, Danian, Kuroda, Kenji | January 1, 1989

This Article discusses various negotiation styles and tactics unique to the Japanese company staff in international transactions. The authors also intend to offer some suggestions as to how one might bridge the differences between U.S. and Japanese negotiators. We hope that this Article will be useful for those who have participated in or will participate in business negotiations with Japanese companies.