Doing Business with the New Japan Succeeding in America's Richest International Market

by Hodgson, James Day; Sano, Yoshihiro; Graham, John L.

• ISBN13: 9780742555334
• ISBN10: 074255533X
• Edition: 2nd
• Format: Paperback
• Copyright: 2007-11-28
• Publisher: Rowman & Littlefield Publishers

Summary

The 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 is the legions of Japanese and American managers and officials involved in the day-to-day and face-to-face negotiations that drive commerce. In this invaluable book, three leading experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. The authors explain Japanese culture and negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients.

Author Biography

James Day Hodgson was U.S. Ambassador to Japan from 1974 to 1977 and U.S. Secretary of Labor from 1970 to 1973 Yoshihiro Sano is president of Pacific Alliance Group John L. Graham is professor of international business and marketing at the graduate school of management at the University of California, Irvine

Table of Contents

List of Illustrations	p. vii
Acknowledgments	p. ix
Introduction	p. 1
Cultural Differences
The Aisatsu	p. 9
A View from the Ambassador's Chair	p. 15
The American Negotiation Style	p. 27
The Japanese Negotiation Style	p. 39
The Business of Face-to-Face Negotiation
Life Navigating a Cultural Thicket	p. 57
Negotiator Selection and Team Assignment	p. 69
Negotiation Preliminaries	p. 83
At the Negotiation Table	p. 101
After Negotiations	p. 125
Other Crucial Topics
Culture and Personality Issues	p. 135
Best Cases	p. 151
Food Fights	p. 163
Booms, Burst Bubbles, Recovery, and Perhaps Resurgence	p. 185
The Future of U.S.-Japan Relations	p. 197
Research Reports-The Japanese Negotiation Style: Characteristics of a Distinct Approach	p. 203
Bibliography	p. 223
Index	p. 227
About the Authors	p. 237
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