1990s have seen an enormous increase in corporate negotiations involving Japanese and non - Japanese. This represents more than just a quantitative leap. the business locales have become more diverse and the types of interactions more varied.JApanese personal are working abroad unprecedented numbers,especiallyas expatriate managers negotiating with local business . A greater number of japanese are also employed by foreign companies , bothin japan and overseas and are negotiating on their behalf. Although many of these dealings are one-time negotiations , leading to agreements on thing like joint ventures, scientific cooperation,or procurement, there has alsobeen a significant increase in ongoing service relationships between foreign suppliercompanies and their japanese customers .Such account-service relationships are distinctive because the non-Japanese supplier / seller has to negotiate with his customers , not once , but repeatedly over time