inciples and ground rules for negotiations. Not everyone goes about negotiating in the same manner. There are as many ways to negotiate, as there are people to negotiate with. Obviously, we are only human and make mistakes. It is also true, that when dealing with the Japanese, some will expect you to follow their guidelines and some will follow ours. If is a giant guessing game and the best way to be prepared is to study your counterpart. If you go into the negotiation planning on using their ground rules, you will have a much better chance at success. It is very important to keep in mind that when you are negotiating with the Japanese that trust is a major key of how well the proceedings will go. Without mutual trust, it is very unlikely that the negotiations will be of much use. It is also necessary that you have patience and do not offend your Japanese counterpart. If you keep in mind the important proceedings regarding Japanese negotiations and you have a good game plan, you will have great success in your dealings with the Japanese. It is also very likely that once you have dealt with a Japanese business and everything went well it would be easy to continue business with them....
