Japanese and American negotiators: Overcoming cultural barriers to understanding

Abstract

The article focuses on how cultural differences affect the outcome of intercultural negotiations. Evidence suggests that cultural differences may impede communication between negotiators from different cultural backgrounds. A lack of appreciation for the implications of cultural differences may affect the success of business negotiations. The results of research on the cultural differences that lead to the different negotiating styles of Japanese and American businesspeople are discussed, and the findings of the research are analyzed.