Negotiating with China and Japan... an eastern style to be understood.

Facing a widely globalized world requires being prepared for negotiating with people from any nationality at any moment. When negotiating, what we all expect is to get a benefic situation and build long term relationships, which can only be possible if a positive interaction occurs. This interaction will be evidently determined by the cultural traces that define the way in which individuals behave, and thus, if wanting to succeed in the business field, a deep understanding of the cultures involved in the negotiation process is essential so that the other’s behaviors can be comprehended and adaptation efforts can be put into place.

Currently, there`s no doubt about the dominant role played by the eastern nations in economy. At the same time, there’s no doubt about the enormous differences that exist among western negotiation habits and those of countries such as China and Japan.  In the case of China, one must be aware of the important reflection of religion (Taoism, Confucianism, Buddhism) in business. This aspect highly influences a negotiation style based on the preservation of harmony which embeds the respect for hierarchic structure, austerity acceptance, emphasis on relationships (“Guanxi”) and protection of face or dignity above all (“Mianzi”). The previous elements will help a person to go through a negotiation process with Chinese people while accepting and answering properly to collectivism, neutral and long term driven practices and manage to resolve possible existing conflicts in a positive way.

When doing business with the Nippon people, similar aspects will influence the interaction between parties being also the hierarchic group the structure selected for working, bowing as the way to express respect, presenting with a card as an important meeting protocol and so on. In Japan, instead of Guanzi and Mianzi philosophies, there are two other concept that describe social phenomena; Honne that refers to a person's true feelings and desires and Tatamae that involves the attitudes and behaviors that must are shown in public. Specifically talking, the role of women in the japanese business world deserves  attention because of her increasingly activeness in today’s processes, opposed to historic discrimination and censure.

After studying and analyzing the eastern negotiation influences and approaches, a western negotiator will thus be prepared to give and receive presents, place high importance to business presentation cards, value the tea time, take care of physical distances  and never have a “No” as a definite  answer among others. The understanding of a culture does not only give tools to interact with it but also develops sensitivity that creates integral negotiation professionals and succesful exchanges.