How Americans negotiate 미국인 협상가

 

 

 

American negotiators tend to think big and respect the legal aspect of negotiation. Perhaps because of the size of the US market, American negotiators tend to think big and solve things from general to specific (deductive approach). Since they often get involved in big deals looking at the forest rather than the tree, quality issue rises as a big concern later in the process. The lack of attention to detail is quite evident in the American negotiation style, I think.

Graham and Sano (1986) describe that the American negotiation centering on action itself and decision making based on the notion of fair play.

The following shows their business negotiation attitudes:

"They often call for an informal ("Just call me James"), go to negotiation alone, are eager to "get to the point" and force his counterpart to "lay their cards on the table." They also live by the principle of "Don't take no for an answer" and "a deal is a deal" (Beechler and Bird, p. 64)

 

References:

Beechler, S.L. and Bird, A. (1999) Japanese Multinationals Abroad: Individual and organization learning. Oxford University Press.

Graham, J.L. and Sano, Y. (1986), ‘Across the negotiation table from the Japanese’, International Marketing Review, Vol. 3 No. 3, Autumn, pp. 58-71.