Contents

Tailoring the Mutual Gains Approach for Negotiations with Partners in Japan, China, and Korea

Movius, Hal / Matsuura, Masa / Yan, Jin / Kim, Dong-Young

Abstract

An increasing number of Western firms are negotiating agreements with business partners in Asia and must achieve business-critical results while building and protecting relationships. In this article, we review the literature regarding negotiation norms and approaches in Japan, China, and Korea. Drawing on structured interviews with experienced business executives at Hewlett-Packard, a U.S. corporation with a substantial presence in these countries, we highlight ways in which cross-cultural difficulties can arise in negotiations between American organizations and their Eastern counterparts. We note similarities and differences across these cultures and propose an expanded prescriptive model on how to adapt and implement a mutual gains approach to negotiation with counterparts who are based in Japan, China, and Korea.

Issue Date
2006-10
Publisher
BLACKWELL PUBLISHING
Keywords
mutual gains approach; cross-cultural negotiation; business partnerships; Japan; China; Korea; Hewlett–Packard
Citation
NEGOTIATION JOURNAL, v.22, no.4, pp.389 - 435, 2006
DOI
10.1111/j.1571-9979.2006.00111.x
Journal Title
NEGOTIATION JOURNAL
Start Page
389
End Page
435
ISSN
0748-4526
Language
English
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