@article {Prestwich:April 2007:1382-340X:29,
	author = "Prestwich, Roger",
	title = "Cross-Cultural Negotiating: A Japanese-American Case Study from Higher Education",
	journal = "International Negotiation",
	volume = "12",
	year = "April 2007",
	abstract = "This article discusses a cross-cultural negotiation process between a new Japanese university and an established American university to create a joint business venture - a dual-degree program. The parties failed to sign a contract, and there were indicators during negotiations pointing to the likelihood of a failed outcome. Negotiation style convergence was evident, with the Japanese adopting an <I>erabi</I> ('either-or') style and the Americans an <I>awase</I> ('more-or-less') style. The 7-Step framework used to structure the negotiation discussion may be better suited to analyzing Japanese negotiation processes than American. The implications will be of value to Japanese and American/Western businesspeople or educational administrators involved in joint venture-type negotiations.",
	pages = "29-55(27)",
	url = "http://www.ingentaconnect.com/content/mnp/iner/2007/00000012/00000001/art00002"
	doi = "doi:10.1163/138234007X191902"
}