The influence of Japanese culture on business relationships and negotiations

Article Abstract:

Negotiating with Japanese businessmen has often been a frustrating experiencefor their American counterparts. This frustration results from failure to understand how Japanese culture affects their negotiation style. The foundationof Japanese negotiation style is their social system and cultural values. In negotiating with Japanese, it is essential to establish rank relationships and personal relationships. To further understand Japanese negotiation style, the concepts of keiretsu (family of companies), amae (indulgent dependency), wa (maintaining harmony), Shokaisha (introducer) and Chukaisha (mediator) are alsoexplained.

Social aspects, Japanese, Japanese (Asian people)

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A model of negotiated transfer pricing

Article Abstract:

A study was conducted to examine a model of negotiated transfer pricing that incorporates private divisional information. Firms design a compensation system using divisional performance evaluation and negotiated transfer pricing. A dynamic bargaining framework is then utilized to obtain managerial negotiations. Results showed that a firm can design managerial-compensation schemes and bargaining infrastructures that permit it to realize the upper bound on available profits.

Pricing Policy, Models, Pricing, Transfer pricing

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The market for obstetrical services: an integrative approach to building relationships

Article Abstract:

An information cycle model for the marketing of obstetrical services is discussed. The process begins with data gathering on target markets. Data is then evaluated based on variables such as women's educational attainment, income and age to generate marketing plans. The next phase involves plan selection and implentation followed by regular monitoring to determine the effectiveness of the chosen strategy.

Specialized Health Care NEC, All Other Ambulatory Health Care Services, Services, Health care industry, Marketing, Medical care, Obstetrics

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