Strategy Research On China-japan Cross-cultural Business Negotiation

Although China and Japan are neighborhood in Geography,the culture of the two countries belongs to different value system.The intrinsic cultures are different.The two countries are important business partners,so they always do business communication and business negotiations.Cultural differences will effect understanding of the objectives of the negotiations etc.In order to avoid the problems and conflicts in cross-cultural negotiations,we should focus on comparison of the two cultures in negotiation first.Only after we understand the cultural differences between the two countries' negotiations,some constructive negotiation strategies could be given.The paper takes Weiss' s intercultural variables theory as research framework,and takes Chinese & Japanese business negotiators as the research objects.The research data was collected by questionnaire,and analyzed by the mean comparison method.Considering the statistical results,the difference in these ten cultural variables in negotiations has been discussed.According to the statistical results,it can be concluded as follows: Both Chinese and Japanese believe that negotiations should be win-win relationship,and they prefer to establish long-term cooperative relationship.They both have willing to solve the negotiation conflicts for the common interests.However,the Chinese are more likely to consider that the contract form should be more flexible,and show more welcoming attitude to the adventure.Decision-making is from top to bottom.Chinese will give more concessions in the process of negotiations when meeting conflicts.On the contrary,Japanese prefer to reach substantial results for the objectives of the negotiations,whose communication style is more indirect,and prefer formal negotiations and collective decision making.Japanese may make concessions at the end of the negotiations,more sensitivity to time.Following the analysis conclusions,this paper put forward some constructive strategies for negotiating differences.Negotiators should find out the common interests and the common goal of both sides;respect for each other's habits,style and attitude of time;avoid using too much indirect way of communication to prevent misunderstanding in communication.Negotiators should also deal with the collective and individual relationship,and make flexible decision according to the actual situation.Negotiators can give positive suggestions to gain the initiative in the conflicts.In order to ensure the outcome of the negotiations,negotiators should formulate the principles and framework,and put the detail requirements into the contract while maintaining appropriate flexibility.