Negotiation Practices in Japan: An Update on the Bubble Era


The subject of negotiation practices and preferences by culture continues to attract academics and business practitioners around the world. In the case of Japan, however, data has hardly been collected since the years after the Bubble Era, even Adair, Brett, and Weingart (2007) is based on data collected in 2001. Other recent works such as Matsuura, Fuller, Kaufman, Kim, and Baba (2013) also do not thoroughly review the practices of business negotiation in Japan. Although Japan, bolstered by Abenomics, is regaining vogue as a place of interest for business as well as academic research, textbooks and academic articles often rely on 20-30 year old data. The research presented here seeks to update the knowledge about intra-cultural business negotiation practices in Japan. As data about Japan, it will be of interest to Japanese business practitioners and academics as well as overseas practitioners doing business in Japan and those academics with a focus on Japanese business. This original research based on the quantitative and qualitative survey inputs of over 65 Japanese managers, department heads and higher, identifies current practices in Japanese business negotiations and reveals which Bubble Era practices are fading or extinct.

Author Information
William W. Baber, Kyoto University, Japan

Paper Information
Conference: ACBPP2014
Stream: Business Administration and Business Economics

This paper is part of the ACBPP2014 Conference Proceedings (View)
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Posted by James Alexander Gordon