Doing Business with the New Japan: Succeeding in America's Richest International Market - Softcover

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

The recent focus on China's boom has obscured the fact that Japan is once again on the rise. How do we manage our growing, and crucial, interdependence? The answer is the legions of Japanese and American managers and officials involved in the daytoday and facetoface negotiations that drive commerce. In this invaluable book, three leading experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. The authors explain Japanese culture and negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients.