A decade after overtaking the U.S. economy and achieving global dominance, the Japanese juggernaut faltered dramatically. Today the question is not who dominates whom, but rather how we manage our now-obvious 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 experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. The authors explain Japanese negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients.
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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. He has published in International Public Relations Journal and the Washington Post. Yoshihiro Sano is president of Pacific Alliance Group, a consulting firm specializing in cross-border mergers and investments. He is the coauthor with John Graham of Smart Bargaining: Doing Business with the Japanese (Harper & Row, 1989). John L. Graham is professor of international business and marketing at the graduate school of management at the University of California, Irvine. He is coauthor of International Marketing (Irwin, 1999) and coeditor of Global and International Marketing (Irwin, 1997). He has published in the Harvard Business Review, the Sloan Management Review, the Columbia Journal of World Business, the Journal of Marketing, Strategic Management Journal, Marketing Science, the Journal of Consumer Research, the Journal of International Business Studies, the Journal of Higher Education, the Los Angeles Times, and the New York Times. He has been a consultant to Toyota, the Foreign Service Institute, Hyundai, Ford, AT&T, Prudential, Intel, and Rockwell International.Review:
Deep insight. Easy reading. Neophyte or old hand, you’ll learn much for your next negotiation in Tokyo. Graham and Sano’s unique collaboration has produced a book that’s indispensable for anyone doing business with the Japanese. (Louis T. Wells, Herbert F. Johnson Professor of International Business, Harvard Business School)
The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth. (Peter V. Ueberroth)
Graham and Sano are keen observers of Japanese and American business interactions. Their insights will prove valuable to the reader intent on being effective in one of the world’s toughest business environments. (Shinsaku Sogo, Executive Director, Japan External Trade Organization (JETRO))
Splendid! It is indeed timely and very appropriate to the present situation. I hope our public officials and business leaders read it and take it seriously. (J. William Fulbright)
Smart Bargaining is an articulate, fast-reading book that is must reading for businesspeople on either side of the Pacific. (Walter F. Beran, Former Vice Chairman, Ernst & Whinney, and former Chairman, Los Angeles area Chamber of Commerce)
An excellent discussion of negotiating with the Japanese. (Tom Roehl Administrative Science Quarterly)
Seldom does one come across a book that so successfully bridges the world of theory and the world of practice. Graham and Sano not only prove that academic research and practical knowledge can be melded together, but in the process they also provide us with insights and guidelines that would take any individual businessperson a lifetime of experience to gain. (Richard P. Bagozzi, Dwight Benton Professor of Marketing and Behavior Science, Graduate School of Business, University of Michigan)
The best book ever written on Japanese business negotiating behavior. It provides a fair, precise, well-balanced analysis of often irrational, profoundly culture-bound, and sometimes enigmatic Japanese behavior. Very highly recommended not only to Western businesspeople but perhaps also to Japanese businesspeople, who would otherwise lose in every business negotiation. (Hiroshi Kimura, International Research Center for Japanese Studies)
Studded with real-life examples of cross-cultural missteps by U.S. firms, the book provides authoritative advice on how to avoid the same fate. (Book Page, Nashville, Tn)
In this practical and insightful guide, the authors offer an excellent explanation of Japanese negotiating techniques and provide down-to-earth advice about carrying out effective meetings with Japanese business professionals....This readable volume is highly recommended for any Westerner interested in learning about Japan's business culture. (CHOICE)
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