U.S./Japan Comparison of International Transaction Contract Negotiations : Preparation and Analysis of Database, and Comparative Research of U.S./Japan Culture as Reflected in Negotiation Simulations

1.通过小组讨论、对商务人士和从业者的访谈、学生在模拟谈判中观察跨国谈判风格等活动，我们对文化在国际谈判中的作用有了更深入的了解。《谈判案例手册》、《谈判、科学和文化》等出版物研究了文化在谈判中的作用。在《日本的“契约时代”》一书中，内田研究员与在西雅图华盛顿大学任教的澳大利亚学者泰勒教授分析了日本契约意识的趋势，认为这些趋势甚至可以被称为“契约的再监管”。这一研究项目为谈判教育制作了一系列广泛的教材和其他材料。《谈判案例手册》的主卷主要由所谓的“理论部分”组成，包括谈判教育、谈判基本原则和谈判基本技巧等主题的章节。除了主卷之外，还有一个单独的CD-ROM，专为教育工作者设计（不向公众出售），主要集中在教学使用的材料上，包括广泛的模拟（为参与者提供保密的事实模式），以及其他材料。“法律执业者的谈判技巧”专题讨论亦以谈判技巧教育为主题。该研究项目还以其他方式促进了谈判教育的推广。在研究期间，东京大学和华盛顿大学之间的跨国谈判班已经牢固建立起来。一篇详细介绍该课程的文章正在出版中，但已经有许多其他大学（包括青山学院、早稻田大学和澳大利亚国立大学）在开发自己的课程时利用了该课程的模式。此外，首席研究员和其他研究人员还参加了校际谈判比赛组委会，通过这项比赛，他们寻求进一步促进谈判教育。少

1.Through study group discussions, interviews with businesspersons and practitioners, observation of transnational negotiation styles in negotiation simulations by students, and other activities, we were able to develop a richer understanding of the role of culture in international negotiations. The Negotiation Casebook, "Negotiation, Science and Culture" and other publications examine the role of culture in negotiations. In "Japan's 'Era of Contract'", Investigator Uchida, together with Professor Taylor, an Australian scholar teaching at the University of Washington in Seattle, analyze trends in contract consciousness in Japan, concluding that these trends might even warrant the label "re-regulation of contract."2.This research project produced a wide range of teaching materials and other materials for education in negotiation. The main volume of The Negotiation Casebook consists primarily of the so-called "Theoretical Part," containing chapters on such themes as education on negotiat … More ion, the basic principles of negotiation, and fundamental skills for negotiation. In addition to the main volume, a separate CD-ROM, designed for educators (and not offered for sale to the public), is focused primarily on materials for teaching use-including a wide range of simulations (with confidential fact patterns for the participants), as well as other materials. The "Panel Discussion, Negotiation as a Skill for Legal Practitioners" also takes as one of its major themes the topic of education in negotiation skills.The research project also contributed to the diffusion of negotiation education in other ways. During the research period, a transnational negotiation class linking the University of Tokyo with the University of Washington became firmly established. An article introducing that class in detail is now at press, but already a number of other universities (including Aoyama Gakuin, Waseda, and Australian National University) have utilized the model of that class in developing classes of their own. In addition, the lead investigator and other investigators joined in the organizing committee for the Intercollegiate Negotiation Competition, through which they sought to further promote education on negotiation. Less