Case Studies in Japanese Negotiating Behavior Paperback / softback
by Michael Blaker, Paul Giarra, Ezra F. Vogel
Paperback / softback
Description
Japanese representatives bring to the negotiating table a distinctive mind-set and behavioral style, one that s largely free of gamesmanship and histrionics but that s nonetheless frequently exasperating.This volume explores four recent U.S.
Japanese negotiations two over trade, two over security-related issues looking for patterns in Japan s approach and behavior.
In the first three cases, veteran Japanologist Michael Blaker finds the same fundamental style coping.
Coping captures the go-with-the-flow essence of the Japanese bargaining approach: 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."
Information
-
Out of Stock - We are unable to provide an estimated availability date for this product
- Format:Paperback / softback
- Pages:224 pages
- Publisher:United States Institute of Peace Press
- Publication Date:01/11/2002
- Category:
- ISBN:9781929223107
Information
-
Out of Stock - We are unable to provide an estimated availability date for this product
- Format:Paperback / softback
- Pages:224 pages
- Publisher:United States Institute of Peace Press
- Publication Date:01/11/2002
- Category:
- ISBN:9781929223107