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USA.
United States Institute of Peace Press.
2002.
170pp, notes, glossary, paperback. 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. (When referring to this item please quote stockid 127542)
ISBN: 9781929223107
Related Subject Areas:
diplomacy
East Asia
Globalisation
Government
group or collective psychology
international relations
Japan
Japanese
Politics
Security
social
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Case Studies in Japanese Negotiating Behavior. (Image linked with this item)
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