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.
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.
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