1. Negotiations with Japanese Simone Eisl Markus Frank Horst Frisch Georg Lanzinger

2. What‘s Power Distance? Relationship between unequals Decision making style – hierarchy

3. PDI: Austria - Japan

4. Individualism IndividualistCollectivist Self-sufficiencyIndependent roles Family/IndividualGroups Task prevailsRelationship prevails

5. IDV: Austria - Japan

7. Expectations for Outcomes Different Goals Fairness and Advantage Negotiation Outcomes –Win-Lose –Win-Win –Stalemate

8. Communication and Style of Communication Differences in Focus Honour Form Emotion

9. The Phases of Negotiations Development of a Relationship Information Exchange Persuasion Concession and Agreement

11. Important points when negotiating with Japan How to start business relations –Connections –Establish relationship –Business cards Status

12. Important points when negotiating with Japan Communication Time

14. Homepage

15. http://www.go.to/negotiate