Doing Business with the New Japan: Succeeding in America's Richest International Market / Edition 2 available in Paperback
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.
|Publisher:||Rowman & Littlefield Publishers, Inc.|
|Edition description:||Second Edition|
|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
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
About the Authors 237
What People are Saying About This
Splendid! I hope our public officials and business leaders read it and take it seriously.
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.
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.
An articulate, fast-reading book that is must reading for businesspeople on either side of the Pacific.
The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth.
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.