Case Studies in Japanese Negotiating Behavior Michael Blaker Paperback

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Case Studies in Japanese Negotiating Behavior Michael Blaker Paperback

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Case Studies in Japanese Negotiating Behavior Michael Blaker Paperback

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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. '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...

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