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Japanese and Korean Culture in a Negotiation. By Peter Buckley. 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

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Presentation Transcript
culture in general
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
japanese culture
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
japanese culture cont
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
japanese business style
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
japanese tendencies
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
korean business culture
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
korean business style
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
contracts
Contracts
  • Japan and Korean business contracts
    • viewed as living documents
    • evolve and develop as conditions change
    • usually done with a handshake over written agreement
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

General Roundup