Doing Business W/new Japan

A decade after overtaking the U.S. economy and achieving global dominance, the Japanese juggernaut faltered dramatically. Today the question is not who dominates whom, but rather how we manage our now-obvious interdependence. The answer is the legions of Japanese and American managers and officials involved in the day-to-day and face-to-face negotiations that drive commerce. In this invaluable book, three experts pool their decades of experience to provide a pragmatic guide for Westerners doing business in Japan. The authors explain Japanese negotiating techniques and provide practical advice on conducting effective meetings with Japanese clients.

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. He has published in International Public Relations Journal and the Washington Post. Yoshihiro Sano is president of Pacific Alliance Group, a consulting firm specializing in cross-border mergers and investments. He is the coauthor with John Graham of Smart Bargaining: Doing Business with the Japanese (Harper & Row, 1989). John L. Graham is professor of international business and marketing at the graduate school of management at the University of California, Irvine. He is coauthor of International Marketing (Irwin, 1999) and coeditor of Global and International Marketing (Irwin, 1997). He has published in the Harvard Business Review, the Sloan Management Review, the Columbia Journal of World Business, the Journal of Marketing, Strategic Management Journal, Marketing Science, the Journal of Consumer Research, the Journal of International Business Studies, the Journal of Higher Education, the Los Angeles Times, and the New York Times. He has been a consultant to Toyota, the Foreign Service Institute, Hyundai, Ford, AT&T, Prudential, Intel, and Rockwell International.