Case Studies in Japanese Negotiating Behavior

by Blaker, Michael; Giarra, Paul; Vogel, Ezra F.

• ISBN13: 9781929223107
• ISBN10: 1929223102
• Format: Paperback
• Copyright: 2002-11-01
• Publisher: United States Inst of Peace Pr

Summary

Japanese representatives bring to the negotiating table a distinctive mind-set and behavioral style, one that's largely free of gamesmanship and histrionics but that's nonetheless frequently exasperating. This volume explores four recent U.S.'Japanese negotiations'”two over trade, two over security-related issues'”looking for patterns in Japan's approach and behavior. In the first three cases, veteran Japanologist Michael Blaker finds the same fundamental style'”coping. 'œCoping captures the go-with-the-flow essence of the Japanese bargaining approach': cautious, methodical, low key, resistant, apprehensive, and above all defensive. In the fourth case, Ezra Vogel and Paul Giarra recount how the United States and Japan fashioned a new security framework for their relationship in the 1990s. Vogel and Giarra show that close personal relationships, mutual trust, and a common purpose can foster flexible, fast, and fruitful negotiations. Each case study explains the cultural as well as political, institutional, and personal factors and assesses their influence. A concluding chapter draws out common threads from the four studies, suggests how U.S. negotiators can maximize negotiating efficacy, and points the way toward a new and clearer understanding of Japanese bargaining behavior.

Table of Contents

Introduction	3	(14)
Negotiations on Orange Imports, 1977-88	17	(24)
Michael Blaker
Negotiations on Rice Imports, 1986--93	41	(28)
Michael Blaker
The FSX Aircraft Negotiations, 1985--89	69	(24)
Michael Blaker
Renegotiating the U.S.--Japan Security Relationship, 1991--96	93	(54)
Ezra F. Vogel
Paul Giarra
Conclusions	147	(10)
Patrick M. Cronin
Notes	157	(8)
Glossary	165	(4)
About the Authors	169