The influence of culture on business negotiation in Japan

Poslovno pregovaranje složen je proces. Dobro poznavanje kulture nekog naroda postaje glavni preduvjet poslovnog opstanka na globalnom tržištu kao i preduvjet uspješnog poslovanja. U tom smislu, izuzetno je važno razumjeti i uvažavati razlike među kulturama i utjecaje na pregovarački proces, te u konačnici na ishode pregovaranja. Kulturološka osviještenost omogućuje tumačenje ponašanja suprotne strane u pregovaranju, pa se samim time olakšava postizanje željenih ciljeva u procesu pregovaranja. Predmet istraživanja rada odnosi se na analizu utjecaja kulture na poslovno pregovaranje u Japanu. Ciljevi su istraživanja predstaviti temeljne značajke kulture u poslovnim organizacijama, analizirati pregovaranje kao poslovni proces, te ustanoviti utjecaj kulture na poslovno pregovaranje u Japanu.Business negotiation is a complex process. Good knowledge of the culture of a nation becomes the main prerequisite for business survival in the global market and a prerequisite for successful business. It is important to understand and respect the differences between cultures and the influences on the negotiation process and ultimately on the outcomes of the negotiations. Cultural awareness enables the interpretation of the behavior of the other party in the negotiation, and thus facilitates the achievement of the desired goals in the negotiation process. The subject of the research is related to the analysis of the impact of culture on business negotiation in Japan. The aims of the research are to present the basic features of culture in business organizations, to analyze negotiation as a business process and to establish the influence of culture on business negotiation in Japan