A negotiation continuum model can be used to compare and contrast American and Japanese cultural values. Although two basic styles of negotiating--competitive and cooperative--can be identified, there are a number of general principles that govern all negotiations. These include planning and preparing strategies in advance and practicing nonverbal behaviors that will project the desired image. However, there are specific skills to master for competitive and cooperative negotiating. Two of the five skills necessary in competitive negotiating are being firm and concealing feelings. Among the 12 skills required for cooperative negotiating are talking in terms of goals and problems, and clarifying similarities and differences in goals and priorities. American competitive values are characterized by individualism, and the cooperative American values are democratic and egalitarian. Japanese competitive values can be characterized as elitist, and the cooperative Japanese values are developed by identifying with groups and organizations. Considerations for Americans negotiating with Japanese include remembering that the Japanese respond to written rules and regulations and that Japanese respect authorities and experts more than do Americans. (DF)