Doing business with the new Japan / James Day Hodgson, Yoshihiro Sano, John L. Graham

Author(s): Hodgson, James D., 1915-
Location:
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Subjects: Negotiation in business--United States
Negotiation in business--Japan
Intercultural communication--United States
Intercultural communication--Japan
United States--Commerce--Japan
Japan--Commerce--United States
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Published: Lanham, MD : Rowman & Littlefield Publishers, 2000
LC Classification: H, HD
Table of Contents: List of Illustrations
Acknowledgments
Introduction
Pt. 1. Cultural Differences 1
1. The Aisatsu 3
2. A View from the Ambassador's Chair 9
3. The American Negotiation Style 23
4. The Japanese Negotiation Style 33
Pt. 2. The Business of Face-to-Face Negotiation 49
5. Diplomacy in a Cultural Thicket 51
6. Negotiator Selection and Team Assignment 63
7. Negotiation Preliminaries 79
8. At the Negotiation Table 97
9. After Negotiations 121
Pt. 3. Other Crucial Topics 129
10. Cultural and Personality Issues 131
11. Case Study I: General Motors-Toyota Joint Venture 147
12. Case Study II: The Rice Negotiations 159
12. Twenty-Five Years of Booms and a Burst Bubble 181
14. The Future of U.S./Japan Relations 189
Appendix. Research Reports: The Japanese Negotiation Style - Characteristics of a Distinct Approach 197
Bibliography 219
Index 223
About the Authors 229
Additional Authors: Sano, Yoshihiro
Graham, John L
Notes: LCCN: 99057658
ISBN: 0847699285 (alk. paper)
Includes bibliographical references and index
Physical Description: xiii, 230 p. ; 23 cm
OCLC Number: 42810872
ISBN/ISSN: 0847699285

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