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2005 | VIII | 90-103

Article title

Japoński styl negocjacyjny



Title variants

The Japanese way of negotiations

Languages of publication



The author discusses the issue of the negotiations, which are one of the most important methods of building a good rapport and understanding. A basic factor in a negotiating process is communicating with each other. In the article, communication is defined as the conversation involving different types of messages. This article focuses on highlighting the notion of “cultural provenience” and its role in determining negotiator’s mentality and behaviour. The purpose of the article is to make some aspects of the Japanese negotiating style known to and better understood by people, particularly from another culture, like us, Europeans. Needless to say, such factors as globalisation of world markets and growing intensity of international relations enable as well as force us to contact, communicate and negotiate with partners from all over the world. The article is concerned with emphasising the importance of knowing each other. Such a knowledge shall boost efforts in creating a better atmosphere for conversation. For a Japanese, the most important notion is an affiliation, understood as such a contact with a partner that consolidates this relation. It is the special care of this „friendship” that is very important, even if it obliges the party involved to make some changes in a previous statement or contract. The Japanese culture, also referred to as „the culture of different points of view’’ was analysed with regard to the most crucial specifics pertaining to negotiation styles. Japanese reckon that all issues could be estimated and evaluated from a few points of view. The changeable perspective makes reality more transparent and understandable. The Japanese vision of reality demonstrates a lot of aspects. Each member of a group has their own point of view and sees another perspective of an issue. There is always another point of view, which has to be taken into consideration. It stresses also a need of understanding the fact that in all cultures there exist a different use of time which is necessary to reach the aim and strike a balance. Japanese usually negotiate more slowly than other nations. They prefer to have more time for responding. The Japanese do not like taking a risk, which is connected with their requests for information and complicated decision-taking procedure. Therefore, the process of negotiations can be longer. Japanese negotiators do not show their emotions openly, impatience or frustration in particular. They prefer to negotiate in groups the members of which have to accept one statement and all decisions. The article also enumerates the key factors, which are decisive for successful negotiations. We should remember that a way we are treated depends on our behaviour and respect towards others.







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