Cross-Cultural Compensation Negotiations: A Case Study of a German–Japanese Company

The case study trains students to negotiate an international compensation agreement under conditions of uncertainty and information asymmetry. Using the Harvard Negotiation Model as a structured starting point, participants practice in a German–Japanese joint venture, exploring its strengths and limitations while also applying other familiar or intuitively suitable negotiation strategies and techniques. The case encourages reflection on culturally situated negotiation practices and the flexible use of multiple approaches. Its focus is on experiential learning in international negotiation contexts rather than assessing student performance, helping participants develop adaptive thinking and strategic decision-making in realistic, cross-cultural scenarios.