Research Summaries

Back Combating the China Dream: Understanding Changes in Japanese Negotiation Processes and Strategies

Fiscal Year 2015
Division Research & Sponsored Programs
Department Naval Research Program
Investigator(s) Suchan, James E.
Sponsor NPS Naval Research Program (Navy)
Summary Xi Jinping’s adoption of Liu Mingfu’s catch phrase “China Dream” signals China’s very strong desire to be the chief military power in the Asian Pacific region. This military expansion creates need for DoN to develop even closer ties with its Pacific-Asian allies, particularly Japan. Developing closer ties with Japan requires a well developed understanding of Japanese negotiation processes and strategies. This study’s purpose is to examine changes in Japanese negotiation strategies and processes that have resulted from shifts in business practices caused by the long-standing economic downturn, increased globalization, and managers’ exposure to US/Western business and executive education practices. The results will provide lessons learned, best practices, and possible training material for FAOs , PA’s, contract negotiators at the installation and major weapons systems levels. Academic and business partners in Japan will contribute to this work. This work will focus on shifts in Japanese mental models about negotiation, changes in negotiation process and expected roles and responsibilities, and alterations in Japanese negotiator communication perceptions and practices.
Keywords
Publications Publications, theses (not shown) and data repositories will be added to the portal record when information is available in FAIRS and brought back to the portal
Data Publications, theses (not shown) and data repositories will be added to the portal record when information is available in FAIRS and brought back to the portal