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discussion of each side's expectations and goals. If they decide they want to do business, they will negotiate the details with you later.
A Japanese negotiator cannot give a prompt answer during an initial discussion. No commitment can be made until the group or groups he or she represents reach a consensus. Do not expect an immediate answer. Negotiations may take an extended period.
Japanese executives emphasize good faith over legal, contractual safeguards. They are not in the habit of negotiating detailed contracts that cover all contingencies. However, Japanese managers who are accustomed to Western business dealings are familiar with more structured contracts. In case of disputes, the Japanese prefer resolving issues out of court on basis of the quality of the business relationship.
A Japanese partner or customer will usually prefer to develop a business relationship in stages, with a limited initial agreement that, if successful, is gradually extended into a broader, more binding agreement. So once you make a commitment, expect it to be for a long time. If you break it, your reputation will be affected and everyone will know. It may be difficult to find another Japanese partner after this happens.
Sources
1. Internet (Alta Vista, Lycos)
2. Boye D Mente «Business guide to Japan. Opening doors... and closing deals!»,1998
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