1990, ISBN: 9781929223107

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 frequen… More...

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. Media > Book<

2002, ISBN: 9781929223107

United States Institute of Peace Press, Taschenbuch, Auflage: Illustrated, 224 Seiten, Publiziert: 2002-11-01T00:00:01Z, Produktgruppe: Buch, 0.75 kg, Sozialwissenschaft, Kategorien, Büch… More...

United States Institute of Peace Press, Taschenbuch, Auflage: Illustrated, 224 Seiten, Publiziert: 2002-11-01T00:00:01Z, Produktgruppe: Buch, 0.75 kg, Sozialwissenschaft, Kategorien, Bücher, Internationales Management, Management, Business & Karriere, Internationale Wirtschaftsbeziehungen, Finanzwirtschaft, Fachbücher, Naturwissenschaften & Technik, Asien, Geschichte nach Ländern, Politik & Geschichte, Japan, Politik nach Ländern, Internationale Politik, Politik nach Bereichen, Psychologie & Hilfe, Ratgeber, Format: Illustriert, United States Institute of Peace Press, 2002<