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Book Cover
Author March, Robert M.

Title The Japanese negotiator : subtlety and strategy beyond western logic / by Robert M. March
Edition First edition
Published Tokyo ; New York : Kodansha International ; New York, N.Y. : Distributed in the U.S. through Harper & Row, 1988


Location Call no. Vol. Availability
Description 197 pages : illustrations ; 22 cm
Contents Includes index
Summary Examines the background business and cultural factors that influence negotiation. Presents the successful negotiations between Japanese and Westerners, and analyzes the reasons for the failure of the negotiations
Analysis Effective negotiation with the Japanese--Naniwabushi strategy--international negotiation--Nippon Texacom--managing Japanese accounts--licensing agreement dispute--three-billion-dollar sugar dispute--Betamax lawsuit--typical Japanese-Western negotiation
Notes Includes index
Bibliography Bibliography: pages 185-192
Subject Intercultural communication.
National characteristics, Japanese.
Negotiation in business -- Japan.
LC no. 88080129
ISBN 0870118870