Book Details
The Japanese Negotiator : Subtlety and Strategy Beyond Western Logic
ISBN 9784770014627
Pages 200
Year 1990
Edition 1
Publisher KODANSHA AMER INC
Subject CULTURE STUDIES
Description
Negotiating with Japanese businessmen is not just a cup of tea! It is a challenge. Now international consultant Robert M. March provides the winning edge. Includes case studies of actual successful and unsuccessful negotiations.
About Author(s)
Robert M. March, an Australian, lived for fifteen years in Japan, where he was a management consultant and professor at Aoyama Gakuin University in Tokyo. He now resides in Australia, traveling frequently throughout Asia and the United States as a consultant to leading corporations.
Content
Introduction
Part I EFFECTIVE NEGOTIATION WITH THE JAPANESE
Chapter1. Negotiations Among the Japanese
Chapter2. International Negotiation as a Well-Managed Process
Chapter3. The Japanese Negotiating with Foreign Friends
Chapter4. Managing Japanese Account
Part II INEFFECTIVE NEGOTIATION WITH THE JAPANESE
Chapter5. The Roots of Conflict
Chapter6. Japanese Attitudes Toward Contracts
Part III TOWARD BETTER JAPANESE-WESTERN NEGOTIATION
Chapter7. Typical Japanese Negotiation Strategies
Chapter8. The Japanese Negotiator: An Assessment
Chapter9. Improving Japanese-Western Negotiation
Bibliography
Index
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