What is true of the decision-making process with respect to the American and Japanese negotiators?
A) The Western sequential approach and the Eastern holistic approach are found to mix well.
B) Americans often make unnecessary concessions right before agreements are announced by the Japanese.
C) All issues are discussed at once by the Americans, in no apparent order, and concessions are made on all issues at the end of the discussion.
D) American managers find it easy to measure the progress of negotiations with their Japanese counterparts.
E) When negotiating with the Japanese, Americans find that the progress of negotiations is closely linked to the number of issues resolved.

Question

Quizplus · Accepted Answer

American negotiators often make the mistake of making unnecessary concessions right before the Japanese announce agreements, due to differences in negotiation styles and decision-making processes between the two cultures.

What Is True of the Decision-Making Process with Respect to the American