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| Author: | Miller, P. D. |
| Title: | Getting ready for Japan: what not to do |
| Journal: | Journal of Business Strategy
1991 : JAN-FEB, VOL. 12:1, p. 32-35 |
| Index terms: | CULTURE JAPAN NEGOTIATION (SALES) SALES MANAGEMENT INTERNATIONAL TRADE FOREIGN INVESTMENT CONTRACTS |
| Language: | eng |
| Abstract: | Foreign businessmen frequently carry preconceived ideas with them to Japan. Such ideas can result in disastrous consequences when applied to business in that country. The Japanese have different notions of time, sales practices, contractual relations, and intellectual property, for example. Cultural differences must be taken into consideration before going into negotiations with Japanese customers or partners. |
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