Negotiation Skills Training Seminars

With over twenty-five years of proven industry experience, the Negotiations Training Institute of America is the recognized leader in negotiations training, consulting and performance coaching. Through public open enrollment seminars and private on-session training sessions, we have helped leading corporations, non-profit organizations and governmental agencies improve their ability to negotiate better outcomes for their constituencies. First-time negotiators as well as those with the greatest competitive drive and amount of first-hand experience and negotiations wisdom can benefit from our time-tested seminars. Whether focusing on negotiating a contract with a vendor or jumping in to the often-stressful car buying process to deal with a dealership, our classes provide useful skills, proven techniques and various classroom role plays to help you become more aware of negotiations that you must face on a daily basis.

For more information on our negotiation skills training seminars please contact us.

Negotiations Training

In the Land of the Rising Sun:
Negotiating with Japanese Counterparts

Over the past fifty years, the United States and Japan have become highly accustomed to doing business with each other. Japanese consumer products, automobiles and industrial products are household names used by millions of people every day. American culture and products are highly popular in Japan as locals, similar to other countries, are obsessed with all things American. With those growth in cooperation and business dealings comes a need to have a greater understanding on how to negotiate with the Japanese. Oftentimes, these negotiations will take place in Japan where traditional customs and rituals are highly valued.

In order to ensure your negotiations are a success, it is important to know those particular characteristics that make negotiations in Japan very different than those that take place in other countries. Listed below are several important pointers to keep in mind when negotiations are conducted in the land of the rising sun:

* Don't Rush the Process - Japanese businessmen do not follow the same frenetic pace as many do in the United States. Negotiations may very well take longer than many American businessmen are accustomed to. High pressure tactics and insistent pushes for faster negotiations will backfire. Being too aggressive can lead to a loss of trust and damaged relationships. In some situations, Japanese negotiators may simply call off discussions and walk away from the negotiation table. Patience and caution are highly recommended during discussions.

* Preparation is Crucial - Many Japanese businessmen view American businessmen as unprepared at the negotiation table. Preparation is always important in any negotiation. This is a cardinal rule. However, following this rule is even more important as the other party will certainly have done their due diligence in preparing for any discussions.

* Think of the Long-Term - In general, negotiations should always focus on long-term relationships and how two parties will be able to conduct business not only in the present but also in the future. Initial discussions often focus on understanding whether two organizations will be compatible during future business dealings. Make the first negotiation truly count as a mutually beneficial outcome will lead to rewards in the future.

* Allow Time for the Relationship to Develop - Japanese businessmen are strong believers in developing a relationship. This will become evident as visitors are often greeted with dinners and other gatherings designed to help build a bond between both parties. Given the various differences in social and business etiquette, spending time learning about Japanese etiquette is time well-spent and recommended.

* Send the Right Representatives - While women are not necessarily looked down upon during negotiations, traditionally discussions are conducted by male representatives of an organization.

* Look for a Mutually Beneficial Outcome - Japanese businessmen want to foster that long-term relationship we discussed. Ensure that negotiations are honest, flexible and cordial so as to seek an outcome that will please both parties.

To augment this initial list, purchasing an etiquette book on social and business customs in Japan is highly recommended.

For Negotiation Skills Seminar information please contact us.

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