ACROSS THE NEGOTIATING TABLE FROM THE JAPANESE
John L. Graham
(Associate Professor, Department of Marketing, University of Southern California)
Yoshihiro Sano
(Principal, Ernst & Whinney)
799
Abstract
The process of negotiation in Japan differs from that typical in America. Americans must adapt their approach to establishing a rapport, information exchange, persuasion, and concession making if they are to be successful in dealing with Japanese clients and partners. Specific recommendations in this vein are offered.
Citation
Graham, J.L. and Sano, Y. (1986), "ACROSS THE NEGOTIATING TABLE FROM THE JAPANESE", International Marketing Review, Vol. 3 No. 3, pp. 58-71. https://doi.org/10.1108/eb008311
Publisher
:MCB UP Ltd
Copyright © 1986, MCB UP Limited