Anglo‐Japanese Negotiations: A Computer Simulation

To the Western businessman, negotiating with the Japanese seems fraught with difficulties. So a computer simulation was designed to capture some of the main dimensions of the negotiation process, and used to explore the reactions of Western managers to a typical Anglo‐Japanese negotiation situation. The imaginary scenario is described, and then the simulation itself in some detail. At the end, the “communication competence” of each participant is assessed.