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International business negotiations: case studies of five Japanese managers in Japanese subsidiaries in Sweden
2000 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

Today’s business environment is complex, very competitive, and global. In order to remain competitive, organisations are increasingly engaging in international business ventures. As international business relations grow, so does the frequency of business negotiations among people from different countries. One of the most popular cultures to discuss when talking about international negotiations is Japan. Most Westerners that have negotiated with the Japanese will readily acknowledge that the experience is unique. The purpose of this research is to investigate how Japanese managers in Japanese subsidiaries handle negotiations in Sweden. To achieve this, five case studies were performed. In order to obtain the necessary information, interviews were conducted with Japanese managers from the companies HEAT TECH Induction AB, Panasonic Svenska AB, NEC Scandinavia AB, Anritsu Devices AB, and Kintetsu World Express Inc. Our study shows that the Japanese managers in Sweden handle negotiations more in accordance with the Process of International Business Negotiation, than with the Japanese Negotiation Process. The study also shows that the Japanese managers use a majority of the communication variables described as international, but also occasionally follow the Japanese manner of communicating. When it comes to tactics, the Japanese managers use promise and information exchange tactics such as commitment, self-disclosure, and questions as tactical tools when negotiating.

Place, publisher, year, edition, pages
2000.
Keyword [en]
Social Behaviour Law, Negotiation, Japan, International business, Communication, Tactics, Marketing, Management
Keyword [sv]
Samhälls-, beteendevetenskap, juridik
Identifiers
URN: urn:nbn:se:ltu:diva-50811ISRN: LTU-SHU-EX--00/036--SELocal ID: 80a42614-dbaf-4202-9106-e2d191bbef3cOAI: oai:DiVA.org:ltu-50811DiVA: diva2:1024174
Subject / course
Student thesis, at least 15 credits
Educational program
Business Administration, master's level
Examiners
Note
Validerat; 20101217 (root)Available from: 2016-10-04 Created: 2016-10-04Bibliographically approved

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf