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

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Rowman & Littlefield, 2008 - Business & Economics - 238 pages
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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.
 

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Contents

Introduction
1
Cultural Differences
7
The Aisatsu
9
A View from the Ambassadors Chair
15
The American Negotiation Style
27
The Japanese Negotiation Style
39
The Business of FacetoFace Negotiation
55
Life Navigating a Cultural Thicket
57
Other Crucial Topics
133
Culture and Personality Issues
135
Best Cases
151
Food Fights
163
Booms Burst Bubbles Recovery and Perhaps Resurgence
185
The Future of USJapan Relations
197
Research Reports The Japanese Negotiation Style Characteristics of a Distinct Approach
203
Bibliography
223

Negotiator Selection and Team Assignment
69
Negotiation Preliminaries
83
At the Negotiation Table
101
After Negotiations
125
Index
227
About the Authors
237
Copyright

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About the author (2008)

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.

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