Princeton University Library Catalog

Doing business with the new Japan / James Day Hodgson, Yoshihiro Sano, John L. Graham.

Author:
Hodgson, James D., 1915-2012 [Browse]
Format:
Book
Language:
English
Published/​Created:
Lanham : Rowman & Littlefield Publishers, c2000.
Description:
xiii, 230 p. ; 24 cm.
Summary note:
  • "Opportunities for U.S. companies in Japan remain strong if business-people can learn to conduct successful business negotiations with their counterparts. Yet a cultural misstep or tactical error in negotiating can easily mean the loss of an important contract or the potential for future business.".
  • "In this book, three experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. The authors explain Japanese negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients."--BOOK JACKET.
Notes:
Rev. new version of: Smart bargaining : doing business with the Japanese / John L. Graham. 1989.
Bibliographic references:
Includes bibliographical references (p. [219]-221) and index.
Contents:
Pt. 1. Cultural Differences. 1. The Aisatsu. 2. A View from the Ambassador's Chair. 3. The American Negotiation Style. 4. The Japanese Negotiation Style -- Pt. 2. The Business of Face-to-Face Negotiation. 5. Diplomacy in a Cultural Thicket. 6. Negotiator Selection and Team Assignment. 7. Negotiation Preliminaries. 8. At the Negotiation Table. 9. After Negotiations -- Pt. 3. Other Crucial Topics. 10. Cultural and Personality Issues. 11. Case Study I: General Motors-Toyota Joint Venture. 12. Case Study II: The Rice Negotiations. 12. Twenty-Five Years of Booms and a Burst Bubble. 14. The Future of U.S./Japan Relations. Appendix. Research Reports: The Japanese Negotiation Style - Characteristics of a Distinct Approach.
Subject(s):
ISBN:
0847699285 (alk. paper)
LCCN:
99057658
OCLC:
42810872
Related name:
RCP:
C - S