Open Access Article Cultural Studies

Negotiation Strategies Employed in Difficult Situations - Focus on Japanese and American University Students

Junko Kobayashi (1) , Linda Viswat (2)
1. Kansai Gaidai University 16-1 Nakamiyahigashino-cho Hirakata Osaka 573-1001 JAPAN
2. Otemon Gakuin University 2-1-15 Nishiai Ibaraki Osaka 567-8502 JAPAN
https://doi.org/10.36923/jicc.v16i1.710

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Issue
Vol. 16 No. 1 (2016)
Submitted
2013 August 11
Published
2016 March 10
Keywords:
    negotiation strategies, Japanese and American university students, difficult negotiation situations, cultural differences, contextual factors
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Abstract

This paper deals with negotiation situations in which Japanese and American university students encounter difficulties, and compares and contrasts negotiation strategies employed by the two parties to resolve those problems. A preliminary survey and a new questionnaire extracted from the preliminary survey results were organized and distributed to both Japanese and American university students. The results based on a combination of qualitative and quantitative analyses have identified many cultural differences and some common characteristics. While keeping cultural characteristics in mind, we need to view negotiation situations from multi-dimensional perspectives by taking contextual factors such as verbal agreements, life experiences and personal relationships into consideration. This paper explores the use of better negotiation strategies in intercultural interactions.negotiation strategies

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Authors

Junko Kobayashi
kjunko@kansaigaidai.ac.jp (Primary Contact)
Linda Viswat
Author Biographies

Junko Kobayashi

Junko Kobayashi is an associate professor at Kansai Gaidai University. She is the author of 12 English textbooks on intercultural communication.

Linda Viswat

Linda Viswat is a professor at Otemon Gakuin University where she teaches courses in intercultural communication. Her research has focused on sojourner adjustment, learning strategies of Japanese university students, motivation, and the development of a learning community.

Kobayashi, J., & Viswat, L. (2016). Negotiation Strategies Employed in Difficult Situations - Focus on Japanese and American University Students. Journal of Intercultural Communication, 16(1), 1-12. https://doi.org/10.36923/jicc.v16i1.710
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Copyright (c) 2016 Junko Kobayashi, Linda Viswat

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Kobayashi, J., & Viswat, L. (2016). Negotiation Strategies Employed in Difficult Situations - Focus on Japanese and American University Students. Journal of Intercultural Communication, 16(1), 1-12. https://doi.org/10.36923/jicc.v16i1.710

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