Originally from Dispute Resolution Journal

With proper preparation, the chances of successfully resolving a crosscultural dispute will be significantly increased. Failure to adequately prepare and bring about a resolution that takes into consideration the sensitivities of the other party can jeopardize the entire business relationship. This article concentrates on negotiations between Japanese and Western parties. Japanese culture- accustomed to using methods apart from litigation to resolve disputes- presents a special challenge to Western negotiators who must absorb the intricacies of Japanese negotiating style in order to uncover underlying interests and concerns.