| Title:
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CASE STUDIES IN JAPANESE NEGOTIATING BEHAVIOR
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| By: |
Michael Blaker, Paul Giarra, Ezra F. Vogel |
| Format: |
Paperback |
| List price:
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£10.95 |
| Our price: |
£10.95 |
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| ISBN 10: |
1929223102 |
| ISBN 13: |
9781929223107 |
| Availability: |
Reprinting. This item may be subject to delays or cancellation.
 Delivery
rates
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| Stock: |
Currently 0 available |
| Publisher: |
UNITED STATES INSTITUTE OF PEACE PRESS |
| Pub. date: |
1 November, 2002 |
| Pages: |
224 |
| Description: |
Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence. |
| Synopsis: |
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." |
| Publication: |
US |
| Imprint: |
United States Institute of Peace Press |
| Returns: |
Non-returnable |