Japanese negotiation operates within ongoing relationships where past dealings affect present trust and present conduct affects future cooperation. You are not negotiating with strangers you will never see again but with people you will interact with repeatedly. Extracting maximum advantage now creates resentment that complicates future dealings; treating the other party fairly builds goodwill that pays off later. Reputation matters—how you have negotiated before shapes how others approach you now.
This long-term orientation transforms calculations: winning a battle while losing the war is not smart. Maintaining relationships that enable future cooperation is part of what you are negotiating for, not separate from it.
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