Japanese may use different means when negotiating with insiders and outsiders, based on Japanese perceptions that non-Japanese do not understand or follow the prescribed norms for hierarchical relationships that are determined by rank, status, and power. Japanese negotiations, whether with members of their own culture or outsiders, often begin with the Japanese negotiator trying to determine the hierarchical relationship of the parties. In Japan, interactions between people are defined according to vertical and horizontal relationships and hierarchies. Vertical ranking between people has developed to a significant extent and great emphasis is placed on seniority (Nakene,1972). The parties’ hierarchical power relationships, whether symmetrical or asymmetrical, determine patterns of communication, deference, obligation, and influence strategies.
Japanese may use different means when negotiating with insiders and outsiders, based on Japanese perceptions that non-Japanese do not understand or follow the prescribed norms for hierarchical relationships that are determined by rank, status, and power. Japanese negotiations, whether with members of their own culture or outsiders, often begin with the Japanese negotiator trying to determine the hierarchical relationship of the parties. In Japan, interactions between people are defined according to vertical and horizontal relationships and hierarchies. Vertical ranking between people has developed to a significant extent and great emphasis is placed on seniority (Nakene,1972). The parties’ hierarchical power relationships, whether symmetrical or asymmetrical, determine patterns of communication, deference, obligation, and influence strategies.
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