Doing Business with the New Japan: Succeeding in America's Richest International Market » (New Edition)

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.

List of Illustrations     vii
Acknowledgments     ix
Introduction     1
Cultural Differences
The Aisatsu     9
A View from the Ambassador's Chair     15
The American Negotiation Style     27
The Japanese Negotiation Style     39
The Business of Face-to-Face Negotiation
Life Navigating a Cultural Thicket     57
Negotiator Selection and Team Assignment     69
Negotiation Preliminaries     83
At the Negotiation Table     101
After Negotiations     125
Other Crucial Topics
Culture and Personality Issues     135
Best Cases     151
Food Fights     163
Booms, Burst Bubbles, Recovery, and Perhaps Resurgence     185
The Future of U.S.-Japan Relations     197
Research Reports-The Japanese Negotiation Style: Characteristics of a Distinct Approach     203
Bibliography     223
Index     227
About the Authors     237