| ID | 077807 |
| Title Proper | Cross-Cultural negotiating |
| Other Title Information | a Japanese-American case study from higher education |
| Language | ENG |
| Author | Prestwich, Roger |
| Publication | 2007. |
| Summary / Abstract (Note) | This article discusses a cross-cultural negotiation process between a new Japanese university and an established American university to create a joint business venture - a dual-degree program. The parties failed to sign a contract, and there were indicators during negotiations pointing to the likelihood of a failed outcome. Negotiation style convergence was evident, with the Japanese adopting an erabi ('either-or') style and the Americans an awase ('more-or-less') style. The 7-Step framework used to structure the negotiation discussion may be better suited to analyzing Japanese negotiation processes than American. The implications will be of value to Japanese and American/Western businesspeople or educational administrators involved in joint venture-type negotiations |
| `In' analytical Note | International Negotiation Vol. 12, No.1; 2007: p29-55 |
| Journal Source | International Negotiation Vol. 12, No.1; 2007: p29-55 |
| Key Words | Negotiation ; Convergence ; Cross-Culture ; Japan ; United States |