Case Studies in Japanese Negotiating Behavior by Ezra F. Vogel, Paul Giarra, Michael Blaker (Paperback, 2002)

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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.
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