3). The two societies have very different ways at looking at negotiations and ways to do business. Were Japanese feel that one should take into concern emotional sensitivity and take a more indirect approach, Americans prefer to take an impersonal stance and a more direct to the point approach. Americans tend to work were there is the best chance and opportunity for them to advance regardless if they have to leave a company which they have been with for a long time. The Japanese on the other hand tend to stay with a single company for their entire work life and show great loyalty toward that company and its ideas. As discussed earlier, the Japanese take much care in not being embarrassed in front of others. They find this very offensive and one of the worst acts one can do to another. Americans, on the other hand, feel that it is strictly business and are not afraid to put someone down in front of others. It is looked upon as part of the job. Japanese are not argumentative, even if they are right. They tend to avoid confrontation to save personal relationships. The American approach is somewhat different. They will argue to great extent even if they are wrong. The American thinking of negotiations is often perceived as an opportunity to sit down and beat out an agreement trough debate and confrontation. We focus on the give-and-take approach and are allowed to make spontaneous decisions. We find great pleasure and prestige in being persuasive and are given a lot of leeway in our options to make an agreement. Most of all, Americans see negotiations as problem solving exercises (Ibid. p.222). Japanese thinking about negotiations is somewhat different. They do not like the open debate and arguments. This often disturbs and embarrasses them especially when they are in a formal situation. They prefer that persuasion be handle behind the scenes were both parties are assured they will not loose face. They are also against ...
