Analysis & Discussion and Recommendation

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

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

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

Vietnam

Japan

Top executives

teamwork