Japanese and Korean Culture in a Negotiation By Peter Buckley.
-
Upload
clarissa-blair -
Category
Documents
-
view
212 -
download
0
Transcript of Japanese and Korean Culture in a Negotiation By Peter Buckley.
![Page 1: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/1.jpg)
Japanese and Korean Culture in a Negotiation
By Peter Buckley
![Page 2: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/2.jpg)
Culture in General
• An underlying framework
• A definition of acceptable behavior
• A barrier to cross-cultural understanding
• A subtle, yet pervasive force– Transmitted from generation to generation– Shaping attitudes, behavior and perception
![Page 3: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/3.jpg)
Japanese Culture
• It’s All About RESPECT!– Importance of active and attentive listening– Importance of meeting protocols– Ceremonial nature of business dealings
• Business card etiquette
• Important to have copies of any documents on hand
![Page 4: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/4.jpg)
Japanese Culture, cont.
• Little cultural overlap with USA
• Importance of Japanese media– largest free market publications in the world– press club rilvaries
• Language barrier– Write documents from scratch in Japanese– Avoid cultural losses in translation
![Page 5: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/5.jpg)
Japanese Business Style
• Characterized by Groupthink– Japanese travel in groups and make decisions in
them as well– Low on individualism– High power distance between main decision
makers and their subordinates– Slow decision makers
![Page 6: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/6.jpg)
Japanese tendencies
• Reluctance to invest in small companies
• Jaded and cynical view of Western businessmen– originates from years of being ignored– important to show RESPECT
![Page 7: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/7.jpg)
Korean Business Culture
• RELATIONSHIPS are the key!– Built in Korea through blood, school ties and
geography– Family businesses remains
• Reluctance to allow Western control or involvement
• Similar to Japanese jaded and cynical view
• Patriarchal, one-man rule
• Centralized decision making
![Page 8: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/8.jpg)
Korean Business Style
• American perception: Koreans are illogical– Profit is not always the motive for decisions
• Importance of market share, growth and technology
• Influence of amenities and bribery on the negotiator
• Koreans will pay 10 - 15% higher price to deal with an established relationship
![Page 9: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/9.jpg)
Contracts
• Japan and Korean business contracts– viewed as living documents– evolve and develop as conditions change– usually done with a handshake over written
agreement
![Page 10: Japanese and Korean Culture in a Negotiation By Peter Buckley.](https://reader035.fdocuments.net/reader035/viewer/2022072010/56649dbf5503460f94ab4104/html5/thumbnails/10.jpg)
General Roundup
• Japanese Negotiations– develop mutual
RESPECT
– pay attention to ceremony
– know the Japanese culture and language
– know the Japanese psyche
• Korean negotiations– establish a strong
relationship
– pay attention to the family nature of business
– know the Korean culture and language
– know the Korean psyche