Abstract
The most successful American negotiators with the Japanese are those who have made the effort to understand Japan's culture, which revolves around such concepts as group consensus and maintaining face. This article presents 28 guidelines for building a cultural bridge with Japanese negotiators. Suggestions include being patient, getting to know your negotiators, doing your homework, and remembering the Japanese saying, "An able hawk hides his talons." In a separate sidebar, "Understanding and Serving the Japanese Today," Edward Hubennette focuses on specific hospitality-related suggestions for Americans who have Japanese guests. He recommends, for instance, that hoteliers work with regional offices, get to know tour packagers and their programs, and, as a way to show respect, print a few pieces of collateral in Japanese if your market is large. (Since many Japanese can read material printed in English, it's not necessary to translate everything into Japanese.)
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callMore From: Cornell Hotel and Restaurant Administration Quarterly
Disclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
