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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, 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.
- Sales Rank: #652644 in Books
- Brand: Blaker, Michael/ Giarra, Paul/ Vogel, Ezra F.
- Published on: 2002-11-01
- Original language: English
- Number of items: 1
- Dimensions: 8.90" h x .50" w x 6.00" l, .75 pounds
- Binding: Paperback
- 224 pages
- Used Book in Good Condition
About the Author
Michael Blaker has taught at several major universities and authored numerous publications, including The Politics of Trade.
Ezra Vogel is research professor at Harvard University and author of Japan as Number One.
Paul Giarra is a senior analyst in the Strategic Assessment Center of Science Applications International Corporation.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Themes in Japanses Negotiating Behavior
By Mer1331
Case Studies in Japanese Negotiating Behavior provided historical examples between Japan and the United States, highlighting consistent behaviors across each situation. The first two cases focuses on trade issues, including the Negotiation of Orange Imports and Negotiations on Rice Imports. The third and fourth cases focused on security issues, which featured the FSX Aircraft Negotiations and the Renegotiation of the Security Relationship. Within these cases, the Japanese style and approach to negotiation was rooted in the significant influence of the culture. The Japanese process was very methodical, including consensus building, reactive and defensive style, and managing perceptions during the negotiation.
I enjoyed this book because of the approach of including four diverse cases, and the authors drawing connections between each of the examples for a deeper understanding of the behavior of the Japanese. I was struck by how transparent the cultural norms of Japan were in the communication and negotiation approach, which reaffirmed the need for understanding of other countries by preparing in advance to understand the opposing side.
While the introduction of the book did clarify that the Japanese Negotiating Behavior studied only encompassed cases with the United States, I was disappointed that there weren't other examples included. There were many international scenarios between the two countries and both demonstrate distinct and opposite styles, so this analysis benefitted from being focused and clear--but left the reader wondering how the Japanese behaviors played out in other negotiations without such a strong relationship and significant difference in positions of power.
1 of 1 people found the following review helpful.
Mike Blaker - A God among Japanese-American Business Deals
By J. Schreiber
I just picked this book up yesterday and haven't been able to put it down. The 170 pages fly by like nothing and make you eager to read more. The depth and style Dr. Blaker uses to express his views is simply awe-inspiring. I've dealt with big businesses in Japan for many years now, and everything I read in the book is true and then some. It has made me rethink my whole strategy in ways I previously never thought possible. I HIGHLY recommend this fascinating insight into Japanese negotions, I simply can not stress this enough.
0 of 0 people found the following review helpful.
Good basis for Japanese negotiating style
By JA
The book focuses on four government level negotiations between the U.S. and Japan. Through these cases the reader can get a feel for how the Japanese negotiate, even though the scope is very limited. The authors show that Japan does have a distinctive style of negotiation and that it is different than other countries. To get a more detailed look at the Japanese negotiation style, readers should do further research, which can pick up nuances that would vary from government level negotiations and ideally identify commercial or personal negotiation styles of the Japanese.
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