Introduction
In the last two decades, Japan’s struggle to become ichiban or number one in the
economic world has lead to an increase of interest from Romania’s part towards
doing business with the Japanese and understanding this whole new and ‘strange’
culture. This initial enthusiasm dampened as Romanian business people rushed (or
at least tried to rush) into business ventures with the new partners, only to realise
that the Japanese people’s way of thinking is ‘twisted’ and their feelings
‘impossible to read’. More and more, it became apparent that the early overlooking
of differences only contributed to a growing mistrust, misunderstandings and
communication breakdowns, with serious consequences in business dealings.
Research in the matter has made it clear that success in cross-cultural business
negotiations involves both understanding the cultural framework of those you do
business with and your own culture alike.