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Business Negotiation

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Global Business Languages
Volume 2 Cultures and Cross-Cultural Awareness in the Professions 5-21-2010 Article 4

Business Negotiations between the Americans and the Japanese
Yumi Adachi
Weber State University

Follow this and additional works at: http://docs.lib.purdue.edu/gbl Recommended Citation
Adachi, Yumi (1997) "Business Negotiations between the Americans and the Japanese," Global Business Languages: Vol. 2, Article 4. Available at: http://docs.lib.purdue.edu/gbl/vol2/iss1/4

Copyright © 2010 by Purdue Research Foundation. Global Business Languages is produced by Purdue CIBER. http://docs.lib.purdue.edu/gbl

Yumi Adachi
Weber State University

BUSINESS NEGOTIATIONS BETWEEN THE AMERICANS AND THE JAPANESE

INTRODUCTION Culture in the business world is not the same as general culture.1 Even native speakers of the language learn business manners and practices, and cooperative culture when they actually engage in a real life setting. It is not sufficient in business for foreigners to understand only the general culture of the target language, since culture and language cannot be separated (King), yet language study by itself is inadequate. Language is constructed with a strong influence exerted by the culture. Indeed, when studying language, it is incumbent upon us to study the culture of the target language (Bloch). Even though culture cannot explain everything (Fallows), and the business world shares a common ground regardless of culture (Bloch), fundamental features of the Japanese cultural values result in a different negotiation discourse from that of English. The purpose of this paper is to study how culture and language differences influence business negotiations between Americans and Japanese, and to demonstrate how business foreign language courses can better accomplish teaching these differences. AMERICAN C ULTURE VS. JAPANESE C ULTURE The Training...

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