Abstract
The present article explores the cultural and communication parameters of both Romania
and Japan with the purpose of finding the main cultural barriers that can become potential
sources of conflict at the negotiation table. Particularly, what are the profiles of the
Romanian/ Japanese negotiator and how culture impacts on business people’s behaviour.
The methodology used covers two empirical methods: a qualitative survey, with data
collected from expert interpreters with first-hand experience in the negotiation field; and a
case study, with an in-depth analysis of a failed negotiation between a Romanian and a
Japanese company. Findings suggest that, although there are huge differences between the
two cultures, they can be overcome by preparing thoroughly and keeping an open mind to
other cultures’ peculiarities