@article{oai:nichibun.repo.nii.ac.jp:00000312,
 author = {BERTON, Peter},
 journal = {Nichibunken Japan review : bulletin of the International Research Center for Japanese Studies},
 month = {Jan},
 note = {Japanese behaivor is examined during the entire negotiation process: pre-negotiation stage, first phase pf assessmentm, second (middle) phase of bargaining and concession-making, third phase of closure or end game, and post-negotiation stage of implementation of agreements and reppening of nagotiations. The Japanese are extremely group dependent, fearful of losing face, and approach  nego tiations with suspicion, but they are not the only ones in this regard. Pne of the main Japanese charactistics, amae dependency was rrroneously thought to have been unique to Japanese culture, as was the notion that amae dependency feelings were unique to japanese diplomacy. In the middle phase, the Japanese appear to be different in that they dig in, "push," and keep repeating their position, but they are not the only prastitioners of delaying tractics. Thet pften wait until the last minute before "panicking" and offering concessions. If circumstances have changed after an agreement had been reached, the Japanese are likely not to take a strictly legalistic approach and try to renegotiate the agreement. Yet they are hardly unique in all these tratics. There are several definitions of the world "unique", among them the either/or category ("different from all others") or a continuum ("unushual"). Taking the broader meaning, the Japanese negotiating behavior is seen as somewhere along a continuum. While many pf the Japanese negotiationg practices were found to have parallels in other puntries, on balance the best way to characterize Japanese negotiationg behavior is to call it almost unique.},
 pages = {151--161},
 title = {How Unique is Japanese Negotiating Behavior?},
 volume = {10},
 year = {1998}
}