"Rev. new version of Smart bargaining : doing business with the Japanese / by John L. Graham and Yoshihiro Sano. 1989"--T.p. verso.
Bibliography
Includes bibliographical references (p. [219]-221) and index.
Contents
Pt. 1. Cultural differences. The Aisatsu -- A view from the Ambassador's chair -- The American negotiation style -- The Japanese negotiation style -- Pt. 2. The business of face-to-face negotiation. Diplomacy in a cultural thicket -- Negotiator selection and team assignment -- Negotiation preliminaries -- At the negotiation table -- After negotiations -- Pt. 3. Other crucial topics. Cultural and personality issues -- Case study 1 : General Motors-Toyota joint venture -- Case study 2 : the rice negotiations -- Twenty-five years of booms and a burst bubble -- The future of U.S./Japan relations.
