môn học INTERNATIONAL BUSINESS NEGOTIATION NEGOTIATION IN JAPAN (GROUP PRESENTATION)

BỘ TÀI CHÍNH TRƯỜNG ĐẠI HỌC TÀI CHÍNH – MARKETING Họ tên & MSSV: Nguyễn Quỳnh Diệp - 2021009031 Trần Thị Hữu Duyên - 2021009038 Lê Hồng Khanh - 2021009057 Trần Hải Triều - 2021009171 Tên môn học: INTERNATIONAL BUSINESS NEGOTIATION Lớp học phần: 20231702045205 NEGOTIATION IN JAPAN (GROUP PRESENTATION) TIEU LUAN MOI download : skknchat123@gmail.com moi nhat TABLES OF CONTENT I WHY WE CHOOSE JAPAN II DEFINITION 1 Definition of negotiation Overview of Japan and Japanese people III KEY FACTORS OF JAPANESE BUSINESS CULTURE AND THEIR NEGOTIATION STYLE Japanese business culture .2 1.1 Work spirit 1.2 Awareness of strict discipline and professional behaviour at work .2 a) Strong organizational and discipline skills b) At work, act professionally and seriously 2 Japanese negotiation style 2.1 The delicate, organized, and punctual are always put on top 2.2 Respect ritual and hierarchical order in communication 2.3 Before negotiating, thoroughly investigate the partner 2.4 Information exchange and negotiations are frequently lengthy and detailed 2.5 Using a nice euphemism 2.6 Compromise to prevent conflict .4 IV CONCLUSION TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) TOPIC 6: NEGOTIATION IN JAPAN I WHY WE CHOOSE JAPAN Japan for many years now has become a familiar country to us due to distinctive cultural aspects, international brands with high-quality products and it is particularly wellknown for having one of the largest economies in the world With a value of up to 5.1 billion USD, Statisticstimes estimates that Japan's nominal GDP will rank third in the world in 2021 The resilience and striving for the Japanese people's fate, despite their severe suffering during the Second World War, can also be represented by this number, which does not necessarily indicate a robust economy We have a lot to learn about this nation Since Japanese traders first arrived in Vietnam in the late 16th century, there has also been a long-standing link between Vietnam and Japan Due to the tight ties between the two nations in a variety of areas—including trade in commodities as well as services, science, and technology—this relationship is currently more stable and well-established than it was in the past Additionally, Vietnam and Japan currently have a close partnership with regard to human issues Vietnamese trainees in Japan currently outnumber all the other nations that send interns here, for over 200,000 interns, according to the Ministry of Labor, War Invalids and Social Affairs of the Socialist Republic of Vietnam Thus, it is clear that maintaining and strengthening the positive ties between Vietnam and Japan are crucial We must therefore pay close attention to fully comprehending the Japanese negotiation culture Since Japan has developed so well, we can learn a lot from it that will not only help us advance domestically but also internationally II DEFINITION 2.1 Definition of culture Có nhiều định nghĩa văn hóa Năm 1774, lần nhà văn hóa Đức, ơng Pufendorf định nghĩa rắng: văn hóa tồn tạo hoạt động xã hội, đô lập với trạng thái tự nhiên Năm 1871, E B Tylor đưa định nghĩa: “Văn hóa tổng thể phức tạp bao gồm kiến thức, tín ngưỡng, nghệ thuật, đạo đức, luật lệ, phong tục tất khả thói quen mà người đạt với tư cách thành viên xã hội.”' Năm 1943, Chủ tịch Hồ Chí Minh định nghĩa vẻ văn hóa sau: “Vì lẽ sinh tồn mục đích sống, loài người sáng tạo TIEU LUAN MOI download : skknchat123@gmail.com moi nhat 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mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) phát minh ngôn ngữ, chữ viết, đạo đức, pháp luật, khoa học, tôn giáo, văn học, nghệ thuật, công cụ cho sinh hoạt hàng ngày ăn, mặc, phương thức sử dụng Toàn sáng tạo phát minh tức văn hóa” Năm 1986, UNESCO có định nghĩa văn hóa rộng sau: “Culture is the living totality of individual creative activities and communities of the past, present, and over the centuries That creative action has formed a system of values, traditions, tradition and expression, these are the defining factors specific to each nation” 2.1.1 Aspecs of culture - First, it is shared by people who belong to one community This sharing allows us to predict the behavior of different people in the same community Together a culture that gives each individual a sense of familiarity with all members of the same community - Second, culture is always an integration of many aspects that are different, but related, bound and tied together For example, people's customs or ways of thinking and religion are always linked together Religion is intertwined with culture and changes in religion will impact on culture Understand and capture these will provide a basis for international negotiators to learn and use and to be able to influence the negotiation process between countries belonging to different cultures 2.1.2 Elements of culture (Acording to Alan M Rugman) - Language: This is the first expression of culture and it shows the fundamental difference between peoples Language is an important aspect of any culture because it allows people to communicate with each other In international negotiations, mastering the partner's language is a great advantage, helping us not only understand the contents and impressions thoroughly, but also create sympathy and get closer to the partner - Customs and habits: can be easily observable such as dress, gastronomy and way of communication, collectively known as customs, practices, and ways of behavior For example, when two English people meet, they shake hands, Italians will hug and kiss each other on the cheek while two Indians will accept with two hands and bring it to the forehead with a slight bow Tradition it is the accepted habits that become the way of life, the inevitable way to behave in each given situation and context of a country or a locality, and transmitted through generations Those are the manners, the behaviors TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) considered right and appropriate in a social community This will help explain the behavior of the other party in negotiation -Values and attitudes: At the deepest level of culture is a set of combination of basic values that are shared and accepted by a community and is considered the way of life of that community Basic Values This is often called the viewpoint of a community of people, is the basis for evaluating the "right - wrong", "good - bad" about the children people in that community Attitudes are constant tendencies to feel and behave in a certain way specified for an object Attitudes are rooted in values - Material: Culture is also human activity in relationship with nature to create material wealth In contrast, of man-made material goods also include cultural elements culture, spiritual values are human seals existing in those products - Aesthetics: The aesthetic value of each ethnic group is different shown through painting, literature, music Example: Same color color, but the values in each culture are different, even contrary opposite If the West perceive the typical white color as pure and chaste, for the East, white represents grief and mourning - Education: Each nation has an education, a philosophy various educational and educational products Education plays a role important in the formation of cultural values in every human being Therefore, education is also an important factor represent the culture of a country 2.2 Sự khác biệt văn hóa quốc gia Mỗi quốc gia, vùng miền có khác biệt văn hóa thể lối sống, cách làm việc, giao tiếp sử dụng ngơn ngữ khác Sự khác biệt khiến cho người thuộc văn hóa có cử lại mang ý nghĩa khác Ví dụ: Nhìn thăng vào mắt người đối điện Châu Âu thân mật, số nơi khác giới nhìn trực điện lại bất lịch Với văn hóa khác nhau, mục đích hành động lại khác Ví dụ để ăn cơm, có nơi dùng đũa, có nơi dùng thìa đĩa, có nơi lại dùng tay Hay đàm phán, khác biệt văn hóa khiến cho có người muốn làm quen trước đã, có người lại muốn thăng vào vấn đề Nguyên nhân dẫn đến khác biệt văn hóa người cộng đồng sóng quốc gia với mơi trường tự nhiên xã hội định Trong môi trường cụ thể đó, thói quen hàng ngày, phương pháp đề thỏa mãn nhu cầu người cộng đồng hình thành trì suốt thời gian TIEU LUAN MOI download : skknchat123@gmail.com moi nhat 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chuẩn mực truyền thống khác II.3 Definition of negotiation Negotiation, a way to resolve conflicts or disagreements or divide resources among two or more parties, carried out willingly by free choice The two sides make contact for suggestions and counter suggestions and in this manner, communication takes place between the parties Each side employs its own tactics in an effort to reach maximum results Negotiations can be conducted on all topics, except ethics and religion Negotiations take place daily, whether on a conscious or subconscious level The stages in negotiation are: preparation, presentation and justification, bargaining, offers and counter-offers, using various tactics, and in conclusion – choosing an option or agreement The risk in conducting negotiations is that there is no guarantee of successful results and often the hopes of the parties influence their tactics and the outcome of the negotiations III Tầm quan trọng văn hóa đàm phán quốc tế 3.1 Đàm phán biểu văn hóa Đàm phán phần hoạt động người liên quan tới việc giải vấn đề phương tiện hịa bình Do đó, đàm phán có thê coi biểu văn hóa, thể quy tắc ứng xử định định hướng giải tranh chấp cách văn minh thông qua đối thoại đàm phán Trên thực tế, ngoại giao mối quan hệ văn hóa quan hệ trị Thậm chí văn hóa, khơng phải trị, nhân tố làm nên nguyên tắc vận hành ngoại lao 3.2 Hiểu biết văn hóa giúp dự báo hành vi đối phương đàm phán Văn hóa tác động tới tất thành tố đàm phán bao gồm: chủ thể đàm phán, cấu trúc đàm phán, chiến lược, tiến trình kết đàm phán Trước hết, giá trị văn hóa ảnh hưởng tới niềm tin đối tác, sở đánh giá sai người đàm phán, cách tiếp cận vấn đề tầm nhìn dài hạn hay ngăn hạn, quan tâm tới lợi ích lâu dài hay tùy ứng biến Văn hóa cịn ảnh hưởng tới việc lựa chọn chiến lược đàm phán theo hướng hịa hỗn TIEU LUAN MOI download : skknchat123@gmail.com moi nhat 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tính đốn, coi trọng người thành đạt, giàu có Ngược lại, nữ tính ám coi trọng tính cộng tác, khiêm nhường, quan tâm đến cá nhân khó khăn chất lượng sống Mức độ nhiều tác động đến thái độ cứng rắn hay mềm dẻo đối tác đảm phán Văn hóa tính nữ phổ biến nước Bắc Âu Các văn hóa tính nam phổ biến Nhật Bản nước châu Âu Hungøary, Áo Thụy Sĩ, nước chịu ảnh hưởng văn hóa Đức IV Negotition on Japan 4.1 Overview of Japan and Japanese people Japan is an island nation in East Asia with a total area of 377,972.28 km2 It is a member of the ring of fire and has some volcanic terrain As a result, this is a nation that frequently experiences natural disasters including earthquakes, tsunamis, and volcanoes The Japanese are resilient, always prepared to meet challenges and work hard because of these severe living conditions It is renowned for its natural beauty and iconic landscapes, including cherry blossoms and Mount Fuji Japanese cuisine delicacies including sushi, sashimi, and udon noodles as well as kimonos and the tenacious spirit of samurai swordsmen were also exported to other countries These cultural traits demonstrate the Japanese people's painstaking attention to even the smallest details, which also reflects on their personalities and ways of doing things 4.2 Japanese culture: 4.2.1 High-Context culture Japan has a culture in which the main rules of communication are based on contextual, using nonverbal methods to convey information such as facial expressions, eye movements and voice; yes tendency to use understatement, avoid speaking; accordingly, the situation, people and non-verbal elements are more important than words reality is communicated In culturally rich contexts, there are some unclear messages; but want to understand, need must be based on interpersonal relationships, gestures, and context story * Characteristics: TIEU LUAN MOI download : skknchat123@gmail.com moi nhat 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mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) - The Japanese value harmonious relationships in the group more than individual achievements Thus, high-context cultures tend to cater to the development of interest groups such as families, villages, communities and religious associations; Teamwork is the preferred way to solve problems and learn new things - They believe that people-to-people relationships and mutual trust need to be built before negotiations can begin People communicate with each other indirectly, protect each other’s dignity, respect and care for each other, not embarrass or offend others Impatience, boredom, irritation or anger will often be considered misbehaviors and be seen as disrespectful 4.2.2 Passive culture The Japanese will listen more than they speak; react only when suggested by others, not actively speak up: polite and rarely get into the matter; never face a problem directly; always value others; honor harmony; or talk over and over about just one thing; attach importance to face-to-face meetings; Use gentle body language: respect etiquette, social rules 4.2.3 A Culture of maintaining dignity Reputation, social responsibility, elders and traditions are embraced by Japanese The rules encourage people to value reputation and maintain harmony by avoiding direct confrontation and suppressing negative emotions The lack of trust, characteristic of face-saving cultures, often leads negotiators to take the indirect approach Not only face-saving cultures display fewer negative emotions (including stress, anger, and resentment) but members of this culture experience less of these emotions as well As a result, they are less likely to feel threatened V KEY FACTORS OF JAPANESE BUSINESS CULTURE AND THEIR NEGOTIATION STYLE Japanese business culture 1.1 Work spirit a) Enthusiasm at work In Japan, a worker for a corporation typically reports for duty at am and leaves the office no later than pm They voluntarily put in extra time for the business in a variety of ways In Japan, working voluntarily late into the night is fairly common Even some people experience embarrassment when they arrive home from work on time TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) b) Responsible awareness The sense of duty that the Japanese have at work is always very great It is entirely possible to be certain of the outcomes and the progress of the work when giving tasks to a Japanese worker In Japanese businesses, being on time for appointments and working overtime is extremely common 1.2 Awareness of strict discipline and professional behaviour at work a) Strong organizational and discipline skills Japanese entrepreneurs are known for their discipline and organization This virtue helps employees earn the trust of leaders and the company to become a unit to achieve common goals The Japanese are always on time and working according to plan b) At work, act professionally and seriously All Japanese companies, no matter how large or small, have a lot of specific regulations from the scope of responsibilities, powers, and enforcement to the ethics of employees, costumes, how to communicate with customers We can see some typical examples in the conduct of Japanese businesses as follows:  Respect for formality: Attention to formality is an expression of courtesy and is highly valued in the Japanese business environment Depending on the industry and the type of work, there are different costumes Clean and suitable clothes not only affect personal prestige but also the reputation of the company There is even a company that regulates in detail how to make hair, nails, ties Suits are used commonly, even for those who not work in the office  Exchanges and transactions in business don't always take place in formal settings like offices Not least of all, dinners were used to make the deals Perhaps the Japanese will simply drink while going into great detail about business Japanese negotiation style 2.1 The delicacy, organization, and punctuality are always put on top 10 TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) An unchangeable rule in negotiations is to be on time and never keep the other party waiting: Typically, you must make a call to annouce your visit or hour prior to visiting a Japanese organization It must also be mentioned if, for any reason, you are unable to arrive on time One of the most common regulations of policy is that you must arrive 10 minutes before your appointment  Noteworthy key points: An important part of Japanese culture is punctuality So when planning for a meeting, the foreign manager should take note of being on time They have exact specified start times and end times Even deadlines are strictly followed So being on time also shows your interest and helps develop some of the trust Personal appearance is regarded as an aspect of Japanese culture: paying attention to the external appearance is the coutersy of maintaining your virtues, hence this is regarded as important in the business environment, particularly in negotiations The costume requires various components depending on the industry and type of job, but those who conduct business should take special emphasis It is believed that dressing professionally and sensitively while wearing appropriate work attire has a significant impact on both an individual's status and the reputation of the organization The content overview must be played before negotiation It is thought that everyone who participates in the meeting has a responsibility to read before the summary, summarize the major points, and prepare their opinions 2.2 Respect ritual and hierarchical order in communication Japan's society has a long history of being seen as a formal society with very high standards for both interpersonal and familial ties The language and the way people greet one another in each particular civilization demonstrate the sharpness of the order in Japanese society When speaking about yourself or family members who are well-known in terms of interests (Kensongo), elder individuals or persons with a geography background will use the Sonkeigo; when speaking with friends, however, use standard language People who are not dressed properly can be seen as a lack of knowledge that is not fully studied Noteworthy key points: For example, if a foreign manager wants to business with a Japanese manager, and he is looking forward to a great start and getting a positive 11 TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) response, the first step in the meeting will be the greeting Greeting is an important part of Japanese culture Japanese people are always too polite The bow is an integral part of Japanese greeting, to show gratitude Although, westerners are not expected to bow, they are greeted with handshake combined with a slight bow from their Japanese counterpart The next step is the exchange of business cards In Japanese culture, followed by greetings, all the professionals present in the meeting are expected to exchange their business cards It can be seen as a way of introducing yourself and your organization 2.3 Before negotiating, thoroughly investigate the partner Before beginning negotiations, the Japanese have a tradition of researching the circumstances of their partners It may be claimed that for Japanese businesses, how well they understand who their commercial rivals are and who is doing business with them will determine how much proportion of the negotiation they win 2.4 Information exchange and negotiations are frequently lengthy and detailed The Japanese are diligent and have a highly responsible sense Therefore, whether the trading company is small scale, in most cases, Japanese customers still ask for business to make up for the production of the witness to see your organization But when starting on the official transaction, Japanese companies are mostly stable and loyal to their partner Noteworthy key points: Japanese prefer to see specific goods than the offer letter, so it is necessary to fully prepare to convince them Decisions are not usually made in meetings In Japanese culture, meeting could be attended by subordinates but no one is expected to give any response at that time It might seem to the foreigner in this situation that no one is taking interest but he should not be disheartened This is how Japanese usually business They don't discuss with outsiders 2.5 Using a nice euphemism The Japanese frequently make gentle suggestions rather than getting right to the point They occasionally talk more clearly, but they never make others mad or angry Respect and desert are values that are emphasized in Japanese business culture They will come up with ways to say that they are not forcing their will on other people 12 TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) Noteworthy key points: A foreign manager should collect enough information and work on clarifying meanings of different aspects before getting into a meeting with any Japanese manager, as in Japanese culture, it is considered impolite to directly say something or directly refuse If money is discussed right away, it is taken as if the only concern is money here and that is all the reason negotiations are taking place 2.6 Compromise to prevent conflict In negotiation, Japanese are always polite, mild-mannered, humble, and have a calm, respectful attitude They see negotiation as a win-lose competition, both winning and maintaining etiquette and the honor The Japanese always considered negotiations as a struggle but at the same time, they did not like direct arguments during the negotiations They focus on harmony in the Japanese eyes, preserving the consensus, the reputation and reputation is the core issue Noteworthy key points: Disagreement is usually expressed nonverbally Even if the Japanese are not interested to business with you, they will not communicate it verbally or directly, in fact they will wait for you to lose interest VI CONCLUSION Japan has long been known for its unique cultural aspects and these traits are welldemonstrated in the daily life of the Japanese people Therefore, in order to establish a longlasting business relation with any Japanese counterpart, every foreigner must thoroughly understand the golden rules in Japanese's relationships, especially Japanese's negotiation style Due to the fact that Japan is a highly disciplined nation, Japanese place sole emphasis on hierarchical communication, discipline, and punctuality; Japanese tend to compromise to avoid conflict, conduct profound research of their counterpart before they first meet; they are too impolite be verbally direct, instead they use a lot of euphemisms; Japanese's negotiation are usually lengthy and detailed also Above is the analysis of Japan's significant factors in their negotiation style Thus, we only achieve sound response from the Japanese only if these requirements are met:  For the appearance, clothes are considered proper if they match with the surroundings and the field in which the negotiation takes place 13 TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)  Be punctual for every meeting, get on top of your deadlines as well  Research thoroughly for insightful information about your Japanese counterpart or company before your first meeting  Be humble and remain meticulous, coherent during the negotiation so you can secure a good first impression on them Because from the Japanese's viewpoint, first impressions decide whether the whole negotiation is fruitful or not  Be patient in every negotiation as they are often lengthy and detailed  Be aware with every word and contemplate carefully before changing subjects, especially money during a business negotiation 14 TIEU LUAN MOI download : skknchat123@gmail.com moi nhat mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION) mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)mon.hoc.INTERNATIONAL.BUSINESS.NEGOTIATION.NEGOTIATION.IN.JAPAN.(GROUP.PRESENTATION)