1. Why did the Japanese offer a higher price than originally required? The Japanese met a tougher group of negotiators to deal with therefore they were willing to take the other team’s expertise into consideration for future business relations as they fou

1. Why did the Japanese offer a higher price than originally required?

The Japanese met a tougher group of negotiators to deal with therefore they were willing to take the other team’s expertise into consideration for future business relations as they found the British challenging enough which was an encouragement to them.

2. What is the conflict-handling style chosen by each party? Give evidence from the case to support your answer.