Case Studies in Japanese Negotiating Behavior |
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Author:
| Blaker, Michael Giarra, Paul Vogel, Ezra F. |
Series title: | Cross-Cultural Negotiation Bks. |
ISBN: | 978-1-929223-10-7 |
Publication Date: | Nov 2002 |
Publisher: | United States Institute of Peace Press (USIP Press)
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Book Format: | Paperback |
List Price: | USD $14.95 |
Book Description:
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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....
More DescriptionJapanese 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.