Brad asks Tero to explain Japanese team negotiations.

In the United States, negotiating teams from different organizations often engage in a free exchange of ideas. It is common that professionals may openly disagree with each other's ideas as part of the negotiation discussions.

In stark contrast, in Japanese companies, a corporate team reaches a consensus on issues before it meets with another company. The Japanese negotiating team generally appoints a spokesperson, who then expresses this consensus.

This difference is a critical one for individuals negotiating cross culturally to be aware of.

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