Negotiation between unequals operates differently than between equals. Subordinates do not demand from superiors or bargain aggressively—such behavior violates hierarchical norms. Instead, you communicate your interests respectfully, make your case as well as you can, and accept the superior’s decision.
The hierarchy is not negotiated; it is the framework within which negotiation occurs. Superiors bear responsibility to consider subordinates’ interests, but the decision authority remains with them.
If you are in the subordinate position, your skill lies in presenting your case effectively and building relationships so the other party wants to accommodate you. Knowing where you stand in the hierarchy—and what that means for appropriate behavior—is essential for navigating Japanese negotiation.
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