Bargaining With Japan

Schoppa documents how U.S. pressure has been misapplied in the past, insisting on the need for a strategy more informed about internal Japanese politics. While a strategy reliant on brute force is liable to backfire, he argues, one which works with domestic politics in Japan can succeed.

Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.

An in-depth analysis of conventional notions for basic characteristics of the Japanese market economy's microstructure that have significantly influenced economists' approaches to industrial organization.

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Examines the background business and cultural factors that influence negotiation. Presents the successful negotiations between Japanese and Westerners, and analyzes the reasons for the failure of the negotiations.

The Japanese negotiation style : characteristics of a distinct approach.