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Journal Articles
The Influence of Japanese Culture on Business Relationships and Negotiations
Available to Purchase
Journal:
Journal of Services Marketing
Journal of Services Marketing (1992) 6 (3): 67–74.
Published: 01 March 1992
... key features of the Buyer/Seller relationship as it is in Japan′s “vertical”society, later explaining the four stages of Japanese negotiation and post‐negotiation formalities. Emphasizes that Americans must not try to negotiate using their own negotiation practices, since this will make Japanese feel...
