If differences of opinion emerge in negotiations, the Japanese tend to be reluctant to bring the conflict into the open. They prefer to treat a dispute in a euphemistic, implicit or circumlocutory manner to avoid direct argument with the other side. They talk about matters of the heart, but emphasize the battle of the heart, not the clear language of communication, restraint or endurance is a practice that embodies Japanese values. So when they argue, they don't look the other person in the eye, but they look the other person in the chest and try to avoid direct eye contact. Otherwise it is regarded as a sign of lack of cultivation or anger.
Japanese companies, which have a unique understanding of the concept of time to negotiate, seem to regard the time spent in meetings and conversations in search of consensus as an unlimited resource. Therefore, I like to think for a long time when discussing a question, especially when answering the other party's question or request. Holding talks long enough often makes the other side irritable and make concessions it shouldn't have. Perhaps that is what the Japanese really meant, a negotiating tactic.
