The most important and challenging part of international business negotiations is the bargaining process. Even if you are well-prepared, failing to handle this practical phase can often lead to all your previous efforts being wasted.
I. Non-substantive Contact Phase
In business negotiations, we are accustomed to engaging in 5-10 minutes of small talk before moving on to the main negotiation topic. However, this approach may not be appropriate for the Japanese. In negotiations with the Japanese, the role of high-ranking officials is mainly ceremonial, and they usually participate in the contract signing after the negotiation. Sometimes, they also join in the early non-substantive activities, which often take place in restaurants or on golf courses.