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Author : Robert M. March
Publisher : Kodansha
Page : 208 pages
File Size : 51,6 Mb
Release : 1988
Category : Business & Economics
ISBN : UOM:39015029661694
Examines the background business and cultural factors that influence negotiation. Presents the successful negotiations between Japanese and Westerners, and analyzes the reasons for the failure of the negotiations.
Author : Michael Blaker,Paul Giarra,Ezra F. Vogel
Publisher : US Institute of Peace Press
Page : 188 pages
File Size : 49,6 Mb
Release : 2002
Category : Business & Economics
ISBN : 1929223102
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.
Author : Don R Mccreary
Publisher : Praeger
Page : 136 pages
File Size : 53,8 Mb
Release : 1986-03-18
Category : Business & Economics
ISBN : STANFORD:36105038015025
Relying heavily on case studies, Japanese-U.S. Business Negotiations is a cross-cultural study of both the psychologies and linguistics involved. It gives practical advice on how to better understand the Japanese negotiators, and shows how to translate this understanding into greater success at the negotiating table.
Author : John L. Graham,Yoshihiro Sano
Publisher : HarperCollins Publishers
Page : 250 pages
File Size : 42,9 Mb
Release : 1989
Category : Business etiquette
ISBN : UOM:39076002643323
Author : James D. Hodgson,Yoshihiro Sano,John L. Graham
Publisher : Rowman & Littlefield
Page : 252 pages
File Size : 41,9 Mb
Release : 2008
Category : Business & Economics
ISBN : 074255533X
The Japanese negotiation style : characteristics of a distinct approach.
Author : Tanja Fuss
Publisher : ibidem-Verlag / ibidem Press
Page : 124 pages
File Size : 53,6 Mb
Release : 2005-06-03
Category : Business & Economics
ISBN : 9783838254203
Japan’s economic development, its modernity and degree of industrialization often lead to the assumption that there are no major differences in the Japanese way of thinking, motivations and value system to those of Western cultures. Still, Japanese behaviour is often perceived as incomprehensibly exotic, irrational and even absurd, which can lead to considerable difficulties in communication. This book identifies potential sources of intercultural conflict and shows ways of coping with these by analysing various real-life examples. It is meant to sensitise the reader for possible causes of misunderstandings, to enable him to solve or avoid them altogether, and to impart enough knowledge about the Japa-nese culture for him to act and communicate successfully in Japan.
Author : Robert Joseph Janosik
Publisher : Unknown
Page : 330 pages
File Size : 46,7 Mb
Release : 1983
Category : National characteristics, American
ISBN : STANFORD:36105039926618
Author : Patricia Gercik
Publisher : AuthorHouse
Page : 85 pages
File Size : 44,7 Mb
Release : 2011-09-01
Category : Business & Economics
ISBN : 9781456793890
On Track with the Japanese: Rapid Learning System Workbook provides a powerful interactive took for understanding the issues of building trust that often inhibit and plague effective communication and negotiation with Japanese. If you are confounded by your Japanese partners, this workbook will provide the understanding of a Japanese road map to creating trust and moving the relationship through four trust building stages. The workbook creates a fluency with core concept such as face, obligation, self presentation and many others. Exercises in each stage build on the last and the workbook traces the process of moving through stages and provides opportunities to test one's position and skills thereby developing the attitudes and techniques necessary for working and negotiating successfully with the Japanese.
Author : William W. Baber,Chavi C-Y Fletcher-Chen
Publisher : Routledge
Page : 235 pages
File Size : 53,8 Mb
Release : 2020-04-08
Category : Business & Economics
ISBN : 9781000045727
Known for its accessible approach and concrete real-life examples, the second edition of Practical Business Negotiation continues to equip users with the necessary, practical knowledge and tools to negotiate well in business. The book guides users through the negotiation process, on getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation. Updated with solid case studies, the new edition also tackles cross-cultural communication and communication in the digital world. Users, especially non-native English speakers, will be able to hone their business negotiation skill by reading, discussing, and doing to become apt negotiators. The new edition comes with eResources, which are available at https://www.routledge.com/Practical-Business-Negotiation-2nd-Edition/Baber-Fletcher-Chen/p/book/9780367421731.
Author : Lee Cheng Tan,Tai Wei Lim
Publisher : World Scientific
Page : 284 pages
File Size : 41,9 Mb
Release : 2023-11-17
Category : Business & Economics
ISBN : 9789811280528
While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors' multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization's impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician's conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.
Author : Raymond Saner
Publisher : Martinus Nijhoff Publishers
Page : 290 pages
File Size : 42,8 Mb
Release : 2012-05-31
Category : Political Science
ISBN : 9789004233911
In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.
Author : Glen Fisher
Publisher : Unknown
Page : 78 pages
File Size : 47,9 Mb
Release : 1980
Category : Business & Economics
ISBN : UOM:39015013329118
Intended for professionals who work internationally, the booklet addresses the cross-cultural communication process that is involved whenever persons of widely differing backgrounds attempt to reach agreements. Three countries (Japan, Mexico, and France) are compared and a line of questioning and analysis that a negotiator might find useful, whatever the national identity, is suggested. The first of six sections presents a broad overview of the social psychology of cross-cultural negotiation; the next five sections each deal with a particular "consideration" involved in the process. The first consideration involves understanding the way that negotiators view the negotiation encounter itself (the session's social meaning, who should attend, what kind of conversations should take place, with what courtesy, and with what expected style of debate). The second consideration is concerned with ways that cultural background affects decision making style. The effect of "national character" on the negotiation process, a third consideration, involves the effect of national self-image on negotiation, specific values and implicit assumptions of negotiators, and cultural differences in styles of logic, reasoning, and persuasion. The fourth consideration, "coping with cross-cultural noise," covers the background distractions, including noise, the presence of other people, and habits or idiosyncracies that bother one party or the other. A fifth consideration, "trusting interpreters and translators" is the topic of the final section. This section examines actual limits in translating ideals, concepts, meanings, and nuances; the subjective meaning on each side of a translation; and built-in styles of reasoning that resist translation. (LH)
Author : Kinhide Mushakōji
Publisher : Unknown
Page : 94 pages
File Size : 52,5 Mb
Release : 1970
Category : Diplomatic negotiations in international disputes
ISBN : STANFORD:36105120798637
Author : Patrick Kim Cheng Low
Publisher : Springer Science & Business Media
Page : 183 pages
File Size : 49,9 Mb
Release : 2010-01-15
Category : Business & Economics
ISBN : 9783642046766
Successful negotiation requires a close understanding of their partner’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, a thorough preparation is essential to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book presents a complete communication and negotiation skills program with special focus on negotiation partners from the different regions of the Asian continent. Readers learn to negotiate the Chinese, the Indian or the Japanese way, and they learn to understand the ways Asians negotiate. Written by a cross-border author, both academician and practitioner, with plenty of experience from Eastern and Western cultures, this book is a valuable resource for anyone relying on business success with Asian partners.
Author : Raymond Saner
Publisher : Martinus Nijhoff Publishers
Page : 291 pages
File Size : 42,7 Mb
Release : 2012-05-31
Category : Business & Economics
ISBN : 9789004233904
In this book the social scientist and economist Professor Dr. Raymond Saner draws on his long years of experience as a negotiation adviser, teacher, trainer, researcher and university lecturer to show that two thirds of negotiation practice is learnable. The author treats the different aspects of negotiation practice in a way that is useful to both academics and practitioners, such that the general laws and principles gradually become evident as and of themselves.