Unit 6.2.The International Businessperson Across Cultures

Long-Term vs. Short-Term Planning

Contracts

Contracts do not play a central role in negotiations in Japan. In fact, a contract is usually a small detail at the end of a long process of negotiation. After all aspects of the deal have been discussed and all decisions have been made verbally, a contract is written up reflecting the decisions. A contract is presented at a meeting only after both parties have carefully discussed the final agreement.

Businesses have traditionally focused on long-term business projects. Many projects are begun with the knowledge that they will not produce profits for years. Much time is spent developing a strong and stable business relationship and planning a good partnership. This planning will benefit both parties in the long term.

Pre-reading tasks

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