Analysis & Discussion and Recommendation
Primary data from survey:
Communication:
| Vietnam | Japan |
| less straightforward and hide their feelings during negotiation | same |
| Sometimes including confrontation | Try to avoid confrontation |
| Communication is detailed and thorough | same |
| Not like to take risk | same |
| Can say “no” | Avoid to say “no” |
| High contextual language | same |
| “Win-win” communication | same |
| Show emotion | Hide emotion |
| Collectivism culture | same |
Meetings
| Vietnam | Japan |
| No punctuality, seldom be on time | Strictly on time |
| Long meeting with details | same |
| Always have meeting with new partner | same |
| Most meetings are often formal, sometimes it is not always the case | Always formal meetings with formal language |
Relationship
| Vietnam | Japan |
| Need to build relationship before the contract | same |
| Maintain sustainable relationship | same |
| Do business directly | Do business via interpersonal relationship, recommendation or intermediary |
| Find many details about partner before negotiation | same |
| Avoid conflict | same |
Decision making
| Vietnam | Japan |
| Top executives | teamwork |
