国际商务谈判（英文）Chapter 11 Different Business Cultures and Negotiations.pptVIP

11.3.8　Japanese Letters of Introduction are essential for doing business here. As in much of Asia, having connections in Japan is the only way to get through the front door, unless one represents an internationally recognized brand name. Individualism is not a characteristic of Japanese negotiators; they rarely come to the table in groups smaller than three. The person doing the most talking for the Japanese side will most probably not be the person in charge of the negotiations. The Japanese will not discuss points that are not part of the prearranged agenda. Small talks will be kept to