Doing business with the new Japan:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Lanham [u.a.]
Rowman & Littlefield
2000
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIII, 230 S. graph. Darst. |
| ISBN: | 0847699285 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804138984374272000 |
|---|---|
| adam_text | CONTENTS
List of Illustrations vii
Acknowledgments ix
Introduction xi
Part 1: Cultural Differences 1
1. The Aisatsu 3
2. A View from the Ambassador s Chair 9
3. The American Negotiation Style 23
4. The Japanese Negotiation Style 33
Part 2: The Business of Face-to-Face Negotiation 49
5. Diplomacy in a Cultural Thicket 51
6. Negotiator Selection and Team Assignment 63
7. Negotiation Preliminaries 79
8. At the Negotiation Table 97
9. After Negotiations • 121
Part 3: Other Crucial Topics 129
10. Cultural and Personality Issues 131
11. Case Study I: General Motors-Toyota Joint Venture 147
12. Case Study II: The Rice Negotiations 159
13. Twenty-Five Years of Booms and a Burst Bubble 181
14. The Future of U.S./Japan Relations 189
Appendix: Research Reports: The Japanese
Negotiation Style—Characteristics of a Distinct Approach 197
Bibliography 219
Index 223
About the Authors 229
ILLUSTRATIONS Tables
Table 4.1. Sixteen Ways the Japanese Avoid Saying No
Table 4.2. Key Points of Conflict between American and Japanese Business
Negotiation Styles
Table 5.1. Contrasting Cultural Concepts
Table 6.1. Bargainer Characteristics
Table 7.1. Public Holidays in Japan
Table 8.1. Persuasive Tactics Appropriate for Negotiations with the
Japanese
Table 8.2. Bargaining Tactics
Table 11.1. Timetable of GM-Toyota Negotiations
Table A. 1. Outcomes of Simulated Negotiations
Table A.2. Verbal Negotiation Tactics: The What of Communications
Table A.3. Structural Aspects of Language and Nonverbal Behaviors:
How Things Are Said
Table A.4. Transcript and Retrospective Protocol Data from a Crosscultural
Interaction (Focal Point 6)
Table A.5. Transcript and Retrospective Protocol Data from a Crosscultural
Interaction (Focal Point 8)
Figures
Figure 7.1. Japanese and U.S. Motor Vehicle Production
Figure 7.2. Seating Arrangement at the Aisatsu
Exhibits
Exhibit 6.1. Japan Company Handbook [Kaisha Shikiho): An Excerpt
Exhibit 6.2. The Devil s Tongue: Misunderstanding Can Create Both
Obstacles and Insulation
Exhibit 6.3. Diplomatic Insights on Translation Problems
Exhibit 7.1. Ford Training Program
viii Illustrations
Exhibit 7.2. A Translated Page from Zen Nippon Shinshiroku
Exhibit 7.3. Useful Websites to Aid in Preparations for Negotiation
Exhibit 8.1. Diplomatic Insights on Timing
Exhibit 8.2. Hypothetical Agenda for Top Executive Nontask Sounding
Exhibit 8.3. Van Zandt s Recommendations Regarding Interpreters
Exhibit 8.4. The Japanese Smile
Exhibit 8.5. Diplomatic Insights on Persuasion: Three Approaches to
Persuasion
Exhibit 9.1. Excerpt from an American-Style Contract
Exhibit 9.2. A Sample Japanese-Style Contract
Exhibit 10.1. Maverick Marketer—Japanese Retail Chain Grows Fast, Helped
by Alien Ways
Exhibit 10.2. Honda Learns Late about Bias, but It Is Not Alone
Exhibit 10.3. The New Women in Japan, Free at Last?
Exhibit 10.4. Advertising Women and the Japanese Problem
Exhibit 11.1. Actors and Audiences in the GM-Toyota Negotiations
|
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| spelling | Hodgson, James Day Verfasser aut Doing business with the new Japan James Day Hodgson ; Yoshihiro Sano ; John L. Graham Lanham [u.a.] Rowman & Littlefield 2000 XIII, 230 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Kulturkontakt (DE-588)4033569-0 gnd rswk-swf Wirtschaftsbeziehungen (DE-588)4068297-3 gnd rswk-swf USA (DE-588)4078704-7 gnd rswk-swf Japan (DE-588)4028495-5 gnd rswk-swf Japan (DE-588)4028495-5 g Wirtschaftsbeziehungen (DE-588)4068297-3 s Kulturkontakt (DE-588)4033569-0 s Verhandlungsführung (DE-588)4187777-9 s USA (DE-588)4078704-7 g DE-604 Sano, Yoshihiro Verfasser aut Graham, John L. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=017432569&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Hodgson, James Day Sano, Yoshihiro Graham, John L. Doing business with the new Japan Verhandlungsführung (DE-588)4187777-9 gnd Kulturkontakt (DE-588)4033569-0 gnd Wirtschaftsbeziehungen (DE-588)4068297-3 gnd |
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| title | Doing business with the new Japan |
| title_auth | Doing business with the new Japan |
| title_exact_search | Doing business with the new Japan |
| title_full | Doing business with the new Japan James Day Hodgson ; Yoshihiro Sano ; John L. Graham |
| title_fullStr | Doing business with the new Japan James Day Hodgson ; Yoshihiro Sano ; John L. Graham |
| title_full_unstemmed | Doing business with the new Japan James Day Hodgson ; Yoshihiro Sano ; John L. Graham |
| title_short | Doing business with the new Japan |
| title_sort | doing business with the new japan |
| topic | Verhandlungsführung (DE-588)4187777-9 gnd Kulturkontakt (DE-588)4033569-0 gnd Wirtschaftsbeziehungen (DE-588)4068297-3 gnd |
| topic_facet | Verhandlungsführung Kulturkontakt Wirtschaftsbeziehungen USA Japan |
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