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Essay / Research Paper Abstract
A 3 page paper that reports two journal articles about negotiations in East Asia. Countries mentioned include Japan, China and Korea. Bibliography lists 2 sources.
Page Count:
3 pages (~225 words per page)
File: ME12_PGngas9.rtf
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are most Westerners. They are also more likely to try to find win-win solutions. Culture, history and other aspects leads to very different negotiating styles and Westerners fail more often
than they succeed. Paik and Tung (1999) reported that negotiations between Americans and Japanese fail at the rate of 25:1, in other words, for every successful ending, there are 25
failures. Paik and Tung (1999) suggest there are three stages in any negotiation process. First is the opening when the individuals get acquainted and try to determine what the
other wants; second, there is the resolution stage during which time, the individuals try to compromise; and third is the final stage when agreements are made (Paik and Tung, 1999).
By contrast, Herbig and colleagues (1999) identify four stages in international negotiations: "non-task sounding or rapport; task-related exchange of information; persuasion and compromise; and concession and agreement." Westerners expecting the
process to be three stages may be surprised and uncomfortable with the Asian way of negotiating. These authors report that the negotiating teams in China and in Japan are
usually large; they are also large in Korea but smaller than the Chinese and Japanese (Paik and Tung, 1999). This importance of this fact is that American companies, especially, have
small teams, in fact, an American corporation might send only two or three people to the negotiating table. Asians may find this insulting, interpreting the small size to mean the
company does not care enough (Paik and Tung, 1999). Herbig and colleagues (1999) point out that the word negotiate has a number of meanings in its Japanese translation. One could
say that it is a more aggressive term in its Japanese translation, kosho, which means fighting and verbal debate, among other things (Herbig et al., 1999, p. 65). Status
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