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...
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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 contacts. 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...
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