Oranges Between the USA and Japan. Negotiations between Japan and the USA on Oranges
The USA and Japan were in negotiations for a period of ten years, (1977 – 1988) over oranges. The Americans had certain goals that they wanted to accomplish in these negotiations. These goals included; exporting of American oranges in the Japanese market, demand that Japan liberalizes its market, and to eliminate the trade barriers in Japan. The Japanese also had their own goals that they wanted to accomplish in the negotiation process. These included; maintaining its positive image outside Japan, avoiding intervention from GATT (General Agreement on Trade and Tariffs), and to avoid sanctions from abroad.
Initially, the Japanese refused to negotiate right away, and started negotiating only when Americans threatened them that they would take the issue to GATT panel. Using Hofstede’s Model of Cultural Dimensions from our textbook, compare and contrast the cultural differences that might influence both parties.
•Based on the cultural differences, develop a culturally responsive negotiation strategy for American negotiators to deal with Japanese negotiators.
Negotiations between Japan and the USA on Oranges
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Negotiations between Japan and the USA on Oranges
The USA and Japan have a long and storied history that spans from war to trade and almost everything in between. In spite of this, it is important to also note that part of the problems experienced between these two countries has been attributed to their differences in social norms and cultures (Solomon & Quinney, 2009). Japanese and American societies exhibit stark differences in terms of hierarchical order and social identity among other factors. In essence, the Japanese society is significantly cognizant of hierarchical orders, strongly values masculinity and its associated values, maintains discriminately strict social and cultural norms with a distaste of unorthodox practices, is collectivist in nature, and values pragmatism and preparation for the future (Gelfand & Brett, 2004; Piepenburg, 2011). It is also worth noting that indulgence in Japanese society is relatively low and often perceived negatively.
On the other hand, American society appears to be a mirror opposite of Japan. It is highly individualistic and often disregards established hierarchical orders (Piepenburg, 2011). Furthermore, masculinity is less valued in American society than it is in Japan, hence there is a balance between masculine and feminine values. Similarly, American society values practice more than principles, hence its low affinity for uncertainty avoidance (Gelfand & Brett, 2004). This society also prefers short-term normative orientation with core emphasis on time-honored customs and traditions. Much unlike Japan, indulgence in the American society is relatively high.
These social and cultural preferences and norms have a significant impact on the worldview of individuals and leaders in both countries. It is part of the reason why both nations were locked in endless negotiations over oranges for roughly ten years. The fact that either society failed to fully acknowledge each other’s social and cultural norms heavily influenced the negotiation stalemate (Solomon & Quinney, 2009). Taking this into account, developing culturally responsive negotiation strategies plays a core role in the achievement of successful negotiations. Insofar as the American negotiators were concerned, leveraging the core strengths of Japanese society would have signific...