Rowman & Littlefield Publishers
Trim: 6 x 9¼
978-0-7425-5533-4 • Paperback • November 2007 • $29.95 • (£22.99)
James Day Hodgson was U.S. Ambassador to Japan from 1974 to 1977 and U.S. Secretary of Labor from 1970 to 1973. He has been corporate director and consultant to companies such as Hewlett-Packard and Toyota.
Yoshihiro Sano is president of Pacific Alliance Group, a consulting firm specializing in cross-border mergers and investments.
John L. Graham is professor of international business and marketing at the graduate school of management at the University of California, Irvine. He has been a consultant to Toyota, the Foreign Service Institute, Hyundai, Ford, AT&T, Prudential, Intel, and Rockwell International.
Part I: Cultural Differences
Chapter 1:The Aisatsu
Chapter 2: The View from the Ambassador's Chair
Chapter 3: The American Negotiation Style
Chapter 4: The Japanese Negotiation Style
Part II: The Business of Face-to-Face Negotiation
Chapter 5: Life Navigating a Cultural Thicket
Chapter 6: Negotiator Selection and Team Assignment
Chapter 7: Negotiation Preliminaries
Chapter 8: At the Negotiation Table
Chapter 9: After Negotiations
Part III: Other Crucial Topics
Chapter 10: Culture and Personality Issues
Chapter 11: Best Cases
Chapter 12: Food Fights
Chapter 13: Booms, Burst Bubbles, Recovery, and Perhaps Resurgence
Chapter 14: The Future of U.S.-Japan Relations
Appendix: Research Reports: The Japanese Negotiation Style—Characteristics of a Distinct Approach
Fascinating insights into the Japanese negotiating process, insights which should help each member of this body better understand how our nation can most effectively resolve out differences with the Japanese.
— Congressman Douglas K. Bereuter; The Congressional Record
An excellent discussion of negotiating with the Japanese.
— Tom Roehl; Administrative Science Quarterly
Seldom does one come across a book that so successfully bridges the world of theory and the world of practice. Graham and Sano not only prove that academic research and practical knowledge can be melded together, but in the process they also provide us with insights and guidelines that would take any individual businessperson a lifetime of experience to gain.
— Richard P. Bagozzi, University of Michigan
An articulate, fast-reading book that is must reading for businesspeople on either side of the Pacific.
— Walter F. Beran, former vice chairman, Ernst & Whinney, and former chairman, Los Angeles Area Chamber of Commerce
Graham and Sano are keen observers of Japanese and American business interactions. Their insights will prove valuable to the reader intent on being effective in one of the world's toughest business environments.
— Shinsaku Sogo, executive director, Japan External Trade Organization (JETRO)
Deep insight. Easy reading. Neophyte or old hand, you'll learn much for your next negotiation in Tokyo. Graham and Sano's unique collaboration has produced a book that's indispensable for anyone doing business with the Japanese.
— Louis T. Wells, Harvard Business School
The authors have built a bridge over the Pacific Basin. Taken seriously, it can help foster mutual understanding and economic growth.
— Peter V. Ueberroth
Splendid! I hope our public officials and business leaders read it and take it seriously.
— J. William Fulbright