Description
Book SynopsisThe recent focus on China''s boom has obscured the fact that Japan is once again on the rise. How do we manage our growing, and crucial, interdependence? The answer lies in the legions of Japanese and American managers and officials involved in the day-to-day and face-to-face negotiations that drive commerce. Opportunities for U.S. companies in Japan remain strong if businesspeople can learn to conduct successful business negotiations with their counterparts. Yet a cultural misstep or tactical error in negotiating easily can mean the loss of an important contract or the potential for future business. In this invaluable book, three leading experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. Using up-to-the-minute case studies, the authors explain Japanese culture and negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients. Representing a unique combination of perspectives develo
Trade ReviewFascinating insights into the Japanese negotiating process, insights which should help each member of this body better understand how our nation can most effectively resolve out differences with the Japanese. -- Congressman Douglas K. Bereuter * The Congressional Record *
An excellent discussion of negotiating with the Japanese. -- Tom Roehl * Administrative Science Quarterly *
Seldom does one come across a book that so successfully bridges the world of theory and the world of practice. Graham and Sano not only prove that academic research and practical knowledge can be melded together, but in the process they also provide us with insights and guidelines that would take any individual businessperson a lifetime of experience to gain. -- Richard P. Bagozzi, University of Michigan
An articulate, fast-reading book that is must reading for businesspeople on either side of the Pacific. -- Walter F. Beran, former vice chairman, Ernst & Whinney, and former chairman, Los Angeles Area Chamber of Commerce
Graham and Sano are keen observers of Japanese and American business interactions. Their insights will prove valuable to the reader intent on being effective in one of the world’s toughest business environments. -- Shinsaku Sogo, executive director, Japan External Trade Organization (JETRO)
Deep insight. Easy reading. Neophyte or old hand, you’ll learn much for your next negotiation in Tokyo. Graham and Sano’s unique collaboration has produced a book that’s indispensable for anyone doing business with the Japanese. -- Louis T. Wells, Harvard Business School
The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth. -- Peter V. Ueberroth
Splendid! I hope our public officials and business leaders read it and take it seriously. -- J. William Fulbright
Table of ContentsPart I: Cultural Differences Chapter 1:The Aisatsu Chapter 2: The View from the Ambassador's Chair Chapter 3: The American Negotiation Style Chapter 4: The Japanese Negotiation Style Part II: The Business of Face-to-Face Negotiation Chapter 5: Life Navigating a Cultural Thicket Chapter 6: Negotiator Selection and Team Assignment Chapter 7: Negotiation Preliminaries Chapter 8: At the Negotiation Table Chapter 9: After Negotiations Part III: Other Crucial Topics Chapter 10: Culture and Personality Issues Chapter 11: Best Cases Chapter 12: Food Fights Chapter 13: Booms, Burst Bubbles, Recovery, and Perhaps Resurgence Chapter 14: The Future of U.S.-Japan Relations Appendix: Research Reports: The Japanese Negotiation Style—Characteristics of a Distinct Approach
