Pengaruh Kebudayaan Jepang Pada Huubungan Bisnis dan Negosiasi  

Oleh:

Oikawa, Naoko ; Tanner, John F., (Jr.)

Jenis: Article from Journal - ilmiah nasional - tidak terakreditasi DIKTI
Dalam koleksi: Widya: Majalah Ilmiah vol. 13 no. 131 (Aug. 1996), page 54-60.
Topik: Kebudayaan Jepang; Hubungan Bisnis; Negoisasi

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: MM47.10 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

Culture makes differences between East and West. This cultural differences effect the way Eastern and Western people do business. This article talk about business relationship between Japan (East) and America (West). Japanese businessman stay at an advantageous position because Japanese studied the American culture before doing the business. Oikawa shows two types of relationship that must be established for successful business negotiations with Japanese : a "rank" relationship and personal relationship. To get this kind of relationship American businessman should find Shokaisha (introducer) and Chukaisha (mediator). The negotiation process has four stages : building trush exchanging taskrelated information, persuasion. Japanese culture maintains long term mutual benefit of business relationship. After negotiations American should know about making and signing the contract, follow up communication, and modification to agreement. Oikawa conclude that "Americans must learn to operate within the Japanese culture to succeed in negotiating with the Japanese".

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