A decade after overtaking the U.S. economy and achieving global dominance, the Japanese juggernaut faltered dramatically. Today, the question is not who dominates whom, but rather how we manage our now-obvious 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 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.
Sprache
Verlagsort
Maße
Höhe: 235 mm
Breite: 157 mm
Dicke: 20 mm
Gewicht
ISBN-13
978-0-8476-9928-5 (9780847699285)
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Schweitzer Klassifikation
A view from the Ambassador's chair; the "Aisatsu"; the American negotiation style; the Japanese negotiation style; life in a cultural thicket; negotiator selection and team assignment; negotiation preliminaries; the conduct of negotiations; at the negotiation table; after negotiations; culture and personality issues; experiences of four American companies; the big picture; a summary of prescriptions for Americans.
