Japanese-U.S. business negotiations: a cross-cultural study
Relying heavily on case studies, Japanese-U.S. Business Negotiations is a cross-cultural study of both the psychologies and linguistics involved. It gives practical advice on how to better understand the Japanese negotiators, and shows how to translate this understanding into greater success at the negotiating table.
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A Soviet Psycholinguistic Perspective
Relevance of Vygotskys Theories to Japanese Society
CrossCultural JapaneseU S Negotiation
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activity agree agreement aizuchi amae Americans asymmetrical settings bargaining behavior bicultural brinkmanship Buyer client codeswitching cognition communicative strategy contract cottonburger cross-cultural negotiation cultural dakara Dave defined definition of situation desu discussion domestic U.S. negotiation enzyme example executive experienced negotiators express external social eye contact Fanshel feel function George Turner going haragei honne indicated individual initial inner speech interaction Japan Japanese language Japanese negotiators Japanese society Japanese-U.S. negotiation Jones kore language lines linguistic looking Matsumoto meishi metamessage Minick Mitsubishi monocultural mutual negation object-regulated other-controlled other-regulation paralinguistic perspective phatic communication position potential private speech problem projector questions regurgitation relationship sales representative sashimi Schwartz self-regulation Seller Sheldrake silence smile social dialogue sociocultural Soviet psycholinguistic talking tatemae Tokyo trust U.S. business U.S. negotiators U.S. side uchi understand United utterance verbal Vygotsky's Vygotskyan Wertsch William Frawley