Professor John Barkai William S. Richardson School of Law University of Hawaii

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Professor John BarkaiWilliam S. Richardson
School of LawUniversity of Hawaii
Intercultural Negotiations
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www2.hawaii.edu/barkai
Google John Barkai
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www2.hawaii.edu/barkai
Todays Presentation
Google John Barkai
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Inside the Heads of my Students By John
Barkai
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Handling of Problems
Asian
Western - American
designed by Liu Young
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Not everyone can be a great chef
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Not everyone can be a great chef But, everyone
can learn to cook
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ADR

• Alternative(?????)
• Dispute(??)
• Resolution(??)

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HOW DO YOU SAY ADR?
Country Negotiation Mediation
Japan Kosho Chotei
Korea Hyoepsang Joongjae
Malaysia Rundingan Perantaraan
China Tan Pan Tiao Jie
Thailand Jeraja Klaiklea
Compiles by Professor John Barkai and students
from the University of Hawaiis JEMBA Program
(Japan Focused Executive MBA) and JAIMS (Japan
American Institute for Management Science)
Intercultural Negotiations class.
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Negotiation and mediation are Professional
Personal skills
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?????????????????????????? A__ M___ Q________!
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Ask More Questions
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????????? Chin moku ha kin, Yuuben ha
gin Speech is silver, silence is golden - not
in negotiations
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????????????? Speech is silver, Question is
golden
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Two Key Ideas about Negotiation ADR 1) Focus
on Interests not positions 2) Improve
the Communication (information temperature)
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• ???ADR????? ??????????
• ???????
• ?????????
• ?????????
• ????? (?????)

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????? ?? ???? ???
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?? ??? ?????????? ???
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What ? Why ??
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???? ???? (????)
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???? ??
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Tatemae Honne
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Interests
?? ???? (kyomi) emotional, for one part of
something  ?? ???? (Kanshin)  reasonable, for
whole of something
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Same bed, different dreams
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Iceberg Theory Below the line issues Huge
invisible Purposely hidden Out of awareness
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??? ????????? ???? ?????
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And notice, gentlemen, this years model has
twenty per cent more trunk space.
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Yes????? ???????????? ?????? ????????? ????????
?? ???????? BATNA
http//mediationadvocacy.com/Getting20to20Yes.pd
f
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BATNA Best (???) Alternative
(???) To a (?) Negotiated
(????) Agreement (??)
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Two Key Ideas about Negotiation ADR 1) Focus
on Interests not positions 2) Improve
the Communication (information temperature)
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• ???ADR????? ??????????
• ???????
• ?????????
• ?????????
• ????? (?????)

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Is there anything you can do for me? (ask
again) What else can you do for me? Can we
accomplish the same thing for less money?Is
that the best you can do?Do you have any
discounts available?I made a mistake. What can
you do for me?
Ask More, Get More By Michael Alder
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??????????????????? (?????) ??????????????????
????????????????????????????????????????????
???????????? ??????????????????
????????? ?????????
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THE BASIC COMMUNICATION LOOP
CODE
DECODE
SPEAKER
LISTENER
LISTENER
SPEAKER
CODE
DECODE
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The Communication Samurai
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Play Samurai video
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What do you think is one of the most important
issues facing your country in the next 10 years?
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Planning and Tactics
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CROSS CULTURAL
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The Dances Of Negotiation
www2.hawaii.edu/barkai
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Ideals, values, and assumptions about life that
are widely shared among people and that guide
specific behaviors. (Brislin 1993)
????????????????????????????????????? ??? (?????
1993?)
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Shichi Go San 7-5-3
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??? ????????? ???? ?????
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Iceberg Theory Below the line issues Huge
invisible. Purposely hidden, or simply Out of
awareness
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Smart Bargaining Doing Business with the
Japanese Graham Sano

Japan External Trade Organization's (JETRO)
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16 ways Japanese avoid saying No

• 1. Vague no
• 2. Vague and ambiguous yes or no
• 3. Silence
• 4. Counter question
• 5. Lateral responses
• 6. Exiting (leaving)
• 7. Lying (equivocation or making an excuse
• sickness, previous obligation, etc.)
• 8. Criticizing the question itself
• 9. Refusing the question
• 10. Conditional no
• 11. Yes, but . . .
• 12. Delaying answer (e.g., We will write you a
  letter.)
• 13. Internally yes, externally no
• 14. Internally no, externally yes
• 15. Apology
• 16. The equivalent of the English no
• primarily used in filling out forms, not in
  conversation

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?????No??????????16? ??

• 1. ????? ?No?
• 2. ????? ?yes? ????no?
• 3. ??
• 4. ??????
• 5. ???????
• 6. ??????? (????)
• 7. ????? (???????????????? ????? ?)
• 8. ?????????
• 9. ???????
• 10. ?????no?
• 11. ?Yes, ??? . . .?
• 12. ??????? (? ?????????)
• 13. ??????yes? ??????no?
• 14. ??????no? ??????yes?
• 15. ??
• 16. ????no????????
• ??????????????????????????

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36 Chinese Strategies
Applied to Negotiations
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Direct v. indirect communication Edward T. Hall
Hofstede Dimensions Power distance
(hierarchy) Individualism v. collectivism Compete
v. cooperate (Masculinity v.
femininity) Uncertainty avoidance Long-term v.
short term orientation Gert Hofstede
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Common Asian Groupings

• Indirect communication
• Collective
• Hierarchy
• Long-Term Orientation

Africa, Middle East, and Latin America Use
indirect communication - some hierachy - less
collective than Asians - seldom long-term
orientation
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??????????????? ??????????????? - ?????
???????????? - ????????????????
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American Stereotype

• Direct communication
• Individualist
• Equality
• Short-Term focus

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Conflict resolution in the Pacific Rim

• Some common aspects
• respect for the elders in decision making
• importance of harmony
• relaxed time
• indirect communication
• Protect / save face
• important ceremonies rituals

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NO POWER ????????? ?????????
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1979 Honolulu
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1979 Honolulu
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Yes????? ???????????? ?????? ????????? ????????
?? ???????? BATNA
http//mediationadvocacy.com/Getting20to20Yes.pd
f
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???? Okame Hachimoku(Japanese proverb)
The onlookers see more than the players.
Japanese
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Shark
What you cant see
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Shark
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3D Buddha
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3D Buddha
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Mediators For Hire
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???????????? Hito to byoubu ha suguni ha tatazu
People and byobu cannot stand without folding
Need to create more Flexibility
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• ??, ?? ????

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Asian Model of mediation
Joel Lee and Teh Hwee Hwee,
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Joel Lee and Teh Hwee Hwee
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???? ?????
????? (Evaluative) ??????????????
??????? ?????? ?????? / ????? / ?? ??
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The go-between wears out a thousand
sandals.-Japanese Proverb
??????? Nakoudo ha waraji zensoku
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American Arbitration Association Sample Mediation
Clause   If a dispute arises out of or relates to
this contract, or the breach thereof, and if said
dispute cannot be settled through negotiation,
the parties agree first to try in good faith to
settle the dispute by mediation administered by
the American Arbitration Association under its
Commercial Mediation Rules, before resorting to
arbitration, litigation, or some other dispute
resolution procedure
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? ????????????????????????????????????????????????
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JCAA Mediation Rules JCAA - Hourly mediation
rate - 20,000 to 60,000
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JCAA - Hourly mediation rate - 20,000 to 60,000
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????????(???) ????????(???)
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FACILITATIVE mediators? ????????? EVALUATIVE
mediators? ???????????
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Facilitative ???? ????? Evaluative ???? ?????
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???? ????? 2???
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If ???? ???? ?????
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?????? (???????) ??????????????
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????????????????????????? !
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Start with Kids Mediation Everyday Conflicts,
Creative Solutions
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Mediator Techniques
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Plaintiffs View of the Case
Defendants View of the Case
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???? Okame Hachimoku(Japanese proverb)
The onlookers see more than the players.
Japanese
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Loan
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Dont decide the dispute Dont repeat the
amount Capture helpful statements with active
listening Remind them of the relationship Accept
solutions that might not be right for you Apology
on both sides? Focus on interests not positions
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????????? ????????? ???????????????????????? ?????
???????? ??????????????????????????? ??????? ?????
?????????????
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Crossing the last gapTalk and try to convince
them, but it seldom works

• Expand the pie
• Split Difference 50/50 - (or even take less than
  ½)
• Expanding the pie by an add-on offer - "What if I
  moved on.this issue?"
• Refer to a third party arbitrator/judge/etc.
• Chance - flip coin
• Chance - Draw from a hat ¼, 1/3, 1/2, 2/3, ¾,
  etc.
• Transfer the last gap to a third party (child,
  relative, charity, etc.)
• (tax deductible) donation

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??????????????????????????????????????????

• ??????
• ???50/50???? - (?????½???????)
• ???????????????????????
• ???????????????????????????????
• ????????/ ?????????
• ?????? ???????
• ?????? ????????? ¼, 1/3, 1/2, 2/3, ¾, ?.
• ???(???????????)??????????????
• (???????) ??

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• Conditional offers
• - If I...? What would you do?
• Pause get ideas from family friends
• Defer division of last gap divide rest
• Sell last item divide the money
• Pick-a-pile - you divide into equal piles Ill
  choose 1st

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• - ????...?????????????
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• ??????????????????
• ????? - ???????????????????

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8 Habits of a Conflict Resolverhttp//www.mediat
e.com/articles/ScottVbl20150313.cfmVivian Scott
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???????8????http//www.mediate.com/articles/Scot
tVbl20150313.cfm????????
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- dont take it personally - take
responsibility - dont blame others - can say
no - think before you speak - understand
different perspectives - make the first move to
resolve - know how to apologize
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• ?????????????????
• ?????
• - ????????
• - ?no??????????
• - ???????
• ??????????
• ???????????????
• - ??????

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????????????? ????????? ??????????? ??
or ?? ?? or ?? ?????? ???????? ??????
????? ????????? ??????????????
??????? ????BATNA?????
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