3-D Negotiation in a Business Context Negotiation between Japanese and Americans

Abstract

This paper examines negotiation between Japanese and Americans in a business context from the comprehensive framework of 3-D negotiation. The three dimensions refer to tactics, deal design and setup, all of which are in play to reinforce each other’s effectiveness. Interviews were conducted with 32 Americans: Americans working presently or previously at a Japanese company, and those working at an American company who had experience negotiating with Japanese business people. Further interviews were carried out with 16 Japanese who had experience negotiating with American business people. The results demonstrate that successful negotiation depends greatly on advance preparation accompanied by a high level of intercultural sensitivity.