First Advisor

Milton J. Bennett

Date of Publication


Document Type


Degree Name

Master of Arts (M.A.) in Speech Communication


Speech Communication




Negotiation in business -- Japan, Negotiation in business -- United States, Intercultural communication -- Japan, Intercultural communication -- United States



Physical Description

1 online resource (182 p.)


This thesis is a review of relevant literature on business negotiation between Japanese and American and an analysis of cultural differences in negotiation from an intercultural perspective. The following four key issues are explored and analyzed with intercultural communication concepts:

1. major differences in approaches to the process of business negotiation between the United States and Japan;

2. potential friction between Japanese and Americans in business negotiation that is attributable to Japanese and American cultural differences;

3. the applicability and usefulness of an intercultural perspective in enhancing business negotiation skills; and

4. main factors affecting the use of an intercultural perspective in cross-cultural business negotiation and the degree to which they are manifested in the u.s.-Japan business negotiations.


In Copyright. URI: This Item is protected by copyright and/or related rights. You are free to use this Item in any way that is permitted by the copyright and related rights legislation that applies to your use. For other uses you need to obtain permission from the rights-holder(s).


If you are the rightful copyright holder of this dissertation or thesis and wish to have it removed from the Open Access Collection, please submit a request to and include clear identification of the work, preferably with URL

Persistent Identifier