Doing Business with the New Japan: Succeeding in America's Richest International Market / Edition 2

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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 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 developed through international business practice, high-level diplomatic experience, and sophisticated academic research, the authors offer both Japanese and American perspectives to help readers cross the wide cultural gap that can unnecessarily divide businesspeople from both countries.

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Editorial Reviews

Administrative Science Quarterly - Tom Roehl
An excellent discussion of negotiating with the Japanese.
The Congressional Record - Douglas K. Bereuter
Fascinating 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.
J. William Fulbright
Splendid! I hope our public officials and business leaders read it and take it seriously.
Richard P. Bagozzi
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.
Walter F. Beran
An articulate, fast-reading book that is must reading for businesspeople on either side of the Pacific.
Shinsaku Sogo
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.
Louis T. Wells
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.
The Congressional Record - Congressman Douglas K. Bereuter
Fascinating 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.
Peter V. Ueberroth
The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth.
Administrative Science Quarterly
An excellent discussion of negotiating with the Japanese.
— Tom Roehl
The Congressional Record
Fascinating 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
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Product Details

  • ISBN-13: 9780742555334
  • Publisher: Rowman & Littlefield Publishers, Inc.
  • Publication date: 11/28/2007
  • Edition description: Second Edition
  • Edition number: 2
  • Pages: 248
  • Product dimensions: 6.09 (w) x 9.27 (h) x 0.74 (d)

Meet the Author

James Day Hodgson was U.S. Ambassador to Japan from 1974 to 1977 and U.S. Secretary of Labor from 1970 to 1973. He has been corporate director and consultant to companies such as Hewlett-Packard and Toyota.

Yoshihiro Sano is president of Pacific Alliance Group, a consulting firm specializing in cross-border mergers and investments.

John L. Graham is professor of international business and marketing at the graduate school of management at the University of California, Irvine. He has been a consultant to Toyota, the Foreign Service Institute, Hyundai, Ford, AT&T, Prudential, Intel, and Rockwell International.

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Table of Contents

Part 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

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