Read more
Informationen zum Autor 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. Klappentext 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. Zusammenfassung Provides a pragmatic guide for Westerners doing business in Japan. This book explains Japanese culture and negotiating techniques and provides practical advice on conducting effective meetings with Japanese clients. Inhaltsverzeichnis Part I: Cultural DifferencesChapter 1:The AisatsuChapter 2: The View from the Ambassador's ChairChapter 3: The American Negotiation StyleChapter 4: The Japanese Negotiation StylePart II: The Business of Face-to-Face NegotiationChapter 5: Life Navigating a Cultural ThicketChapter 6: Negotiator Selection and Team AssignmentChapter 7: Negotiation PreliminariesChapter 8: At the Negotiation TableChapter 9: After NegotiationsPart III: Other Crucial TopicsChapter 10: Culture and Personality IssuesChapter 11: Best CasesChapter 12: Food FightsChapter 13: Booms, Burst Bubbles, Recovery, and Perhaps ResurgenceChapter 14: The Future of U.S.-Japan RelationsAppendix: Research Reports: The Japanese Negotiation Style-Characteristics of a Distinct Approach...
