WOW FACTOR!
The relationship between a seller and a buyer in Japan has been compared to that of a son and a father. The seller, of course, is in the inferior position of the son. The buyer is willing to accommodate the seller—but only after the proper relationship has been established.
In the US negotiating tradition, the longest and toughest part of the negotiations is the actual sale: the back-and-forth over price, delivery dates, and other conditions. But in Japan, the most critical part of the negotiation is at the beginning: the establishment of the proper relationship. Without that relationship, including the acknowledgment that the seller is in the inferior position, no sale will happen.
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