Negotiation between Japanese and Australian businesses

[DJjapan]

Hello,

When there is a cultural difference between Australian and Japanese businesses what is the best approach for negotiation if the Japanese side is not forthcoming in their objections to the options provided by the Australian business, rather remaining silent and non-responsive.

cheers,
DJjapan

 

[Mike Cash]

Sounds like they're not interested and wish you would go away on your own and spare them the indelicate task of asking you to go away.

Either that or they want to stoneface it while you feel uncomfortable and make the deal sweeter for them. Sort of like when wives get ticked off. They know they can gain more during the cluelessly-throw-stuff-and-hope-it-sticks phase of the husband's bewilderment and once they've milked that dry then they can state their specific demands and the other side will be so glad and relieved that the end is in sight that they'll acquiesce to almost anything.

Damn....maybe I should have been in business instead of driving a truck.

 

[DJjapan]

thanks for the reply, mike.

we had assumed there may be some other cultural difference we were navigating but in the end it may simply be just one more negotiation strategy to work through.

cheers,
DJjapan