Americans, on the
other hand, tend to view negotiations as a competitive way to sign a
binding contract between two parties assigning specific rights and
obligations to each party. Relationships are not of high importance in
western culture. Trust, however, is a huge ingredient necessary to
conduct business in Japan... displayed 300 characters
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It is viewed as the building block to all
long term relationships. Before beginning negotiations, foreigners
need to alter their thinking to build trust with their Japanese
Setting up a business meeting in Japan takes more effort than a mere
phone call to a secretary. Traditionally, Japanese will not do
business with people whom they do not know well... displayed next 300 characters
Finally, it is important to establish a close relationship with Chinese business people in order to develop trust. They put more emphasis on social ties and oral agreements as opposed to written legal documents...
This is unsatisfactory, as the other parties have no means of knowing their counterparts' undisclosed intentions or understandings. They can only act upon what a party reveals objectively to be his intent...
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