Japanese Negotiator: Sublety and Strategy Beyond Western Logic

by Robert M. March

Book Overview

This text explains negotiating tactics among the Japanese and provides case studies and practical advice that aims to give the Western executive the edge. This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 4770014627
• ISBN13: 9784770014627
• Release Date: January 1991
• Publisher: Kodansha
• Length: 200 Pages
• Weight: 0.40 lbs.
• Dimensions: 0.6" x 4.4" x 7.2"

Customer Reviews

Unravelling the mystery for negotiators

The Japanese Negotiator as the name suggests projects a cautious approach to dealing with the Japanese in business situations. This book adds to the overall understanding of Japanese culture particularly those individuals and corporations hoping to forge relationships and conduct business. The book is primarily about negotiation but goes deeper to provide Japanese values, ways of thinking, roles and behaviour which are very important to the negotiator. He points out in simple terms "how do you deal with a person whose language and culture is a mystery to you". Thanks to Mr. March's experience and insights we get a guide on where to turn and how to prepare. In this book, he unravels some of the mystery and provides strategies on how to deal with different behaviour, attitudes and ways of thinking beyond logic. Clearly Japanese negotiation style is different. Culturally Japanese negotiators don't often talk openly in front of their opponents and which in western thinking appears secretive and rude. Typically he reveals that a position is stated and the Japanese negotiator defends it using a variety of techniques. He presents a range of different case studies from personal experiences that reveal a variety of settings, situations and outcomes. Split into three sections, effective negotiation, ineffective negotiation and towards a better negotiation style. March systematically analyzes and explores topics that shed light on Japanese business practices. A useful book for those preparing negotiations, working with or those wanting to better understand the Japanese in business.

Unravelling the mystery for negotiators

The Japanese Negotiator as the name suggests projects a cautious approach to dealing with the Japanese in business situations. This book adds to the overall understanding of Japanese culture particularly those individuals and corporations hoping to forge relationships and conduct business. The book is primarily about negotiation but goes deeper to provide Japanese values, ways of thinking, roles and behaviour which are very important to the negotiator. He points out in simple terms "how do you deal with a person whose language and culture is a mystery to you". Thanks to Mr. March's experience and insights we get a guide on where to turn and how to prepare. In this book, he unravels some of the mystery and provides strategies on how to deal with different behaviour, attitudes and ways of thinking beyond logic. Clearly Japanese negotiation style is different. For example: he reveals that Japanese negotiators rarely consider what the other side is thinking or try to prepare or foresee its strategies, nor do they typically consider concession options. Culturally Japanese negotiators don't often talk openly in front of their opponents and which in western thinking appears secretive and rude. Typically he reveals that a position is stated and the Japanese negotiator defends it using a variety of techniques. He presents a range of different case studies from personal experiences that reveal a variety of settings, situations and outcomes. Split into three sections, effective negotiation, ineffective negotiation and towards a better negotiation style. March systematically analyzes and explores topics that shed light on Japanese business practices. For example: Chapter 6 discusses the Japanese attitude toward written contracts - in which he reveals that trust is the bond that cements the relationship and flexibility oils the machine. A useful book for those preparing negotiations, working with or those wanting to better understand the Japanese in business.

Arigato go zaimas

I personally know Dr Bob March and he has many many "Japanese" experience to share.