ISBN-10:
074255533X
ISBN-13:
2900742555333
Pub. Date:
11/28/2007
Publisher:
Rowman & Littlefield Publishers, Inc.
Doing Business with the New Japan: Succeeding in America's Richest International Market / Edition 2

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

by James Day Hodgson

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Product Details

ISBN-13: 2900742555333
Publisher: Rowman & Littlefield Publishers, Inc.
Publication date: 11/28/2007
Edition description: Second Edition
Pages: 248
Product dimensions: 6.00(w) x 1.25(h) x 9.00(d)

About 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.

Table of Contents


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

What People are Saying About This

J. William Fulbright

Splendid! I hope our public officials and business leaders read it and take it seriously.

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.

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.

Peter V. Ueberroth

The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth.

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.

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