Case Studies in Japanese Negotiating Behavior (Cross-Cultural

Case Studies in Japanese Negotiating Behavior (Cross-Cultural Negotiation Books) (Perspectives Series)
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Japanese representatives bring to the negotiating table a distinctive mind-set and behavioral style, one thatâ€™s largely free of gamesmanship and histrionics but thatâ€™s nonetheless frequently exasperating.

This volume explores four recent U.S.â€“Japanese negotiationsâ€•two over trade, two over security-related issuesâ€•looking for patterns in Japanâ€™s approach and behavior. In the first three cases, veteran Japanologist Michael Blaker finds the same fundamental styleâ€•coping. â€œCoping captures the go-with-the-flow essence of the Japanese bargaining approachâ€: cautious, methodical, low key, resistant, apprehensive, and above all defensive. In the fourth case, Ezra Vogel and Paul Giarra recount how the United States and Japan fashioned a new security framework for their relationship in the 1990s. Vogel and Giarra show that close personal relationships, mutual trust, and a common purpose can foster flexible, fast, and fruitful negotiations.

Each case study explains the cultural as well as political, institutional, and personal factors and assesses their influence. A concluding chapter draws out common threads from the four studies, suggests how U.S. negotiators can maximize negotiating efficacy, and points the way toward a new and clearer understanding of Japanese bargaining behavior.
Country USA
Brand Brand: United States Institute of Peace
Manufacturer United States Institute of Peace
Binding Paperback
UnitCount 1
EANs 9781929223107
ReleaseDate 0000-00-00

Country	USA
Brand	Brand: United States Institute of Peace
Manufacturer	United States Institute of Peace
Binding	Paperback
UnitCount	1
EANs	9781929223107
ReleaseDate	0000-00-00

Case Studies in Japanese Negotiating Behavior (Cross-Cultural Negotiation Books) (Perspectives Series)

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