JP Reacting to Initial Resistance

All negotiations include an initial phase where the parties involved encounter certain resistance from the other side. Based on your personal observations, what are some of the reasons why this resistance exists? In what ways is the resistance the same or different when dealing with North Americans?

Yukio (Muraran, Hokkaido) "Then yukio says..." (Note: no transcription available.)

Masao (Tokyo, Japan) "Then masao says..."

Seijo (Tokyo, Japan) "Then arai says..." (Note: no transcription available.)

Shigeki (Tokyo, Japan) "Then shigeki says..." (Note: no transcription available.)

Authors: h.brinsko.