Which of the following 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

The Western sequential approach and the Eastern holistic approach do not mix well. That is, American managers often report great difficulties in measuring progress in Japan. In America, you are half done when half the issues are settled. But in Japan, nothing seems to get settled. Then, surprise, you are done. Often Americans make unnecessary concessions right before agreements are announced by the Japanese.

Which of the Following Is True of the Decision-Making Process