Japanese and American negotiators: Overcoming cultural barriers to understanding
研究文化差异如何影响跨文化谈判结果，分析日本和美国商人谈判风格的不同，帮助理解文化因素对商业谈判成功的作用。
The article focuses on how cultural differences affect the outcome of intercultural negotiations. Evidence suggests that cultural differences may impede communication between negotiators from different cultural backgrounds. A lack of appreciation for the implications of cultural differences may affect the success of business negotiations. The results of research on the cultural differences that lead to the different negotiating styles of Japanese and American businesspeople are discussed, and the findings of the research are analyzed.