Choice 评论

In this practical and insightful guide on conducting business in Japan, the authors offer an excellent explanation of Japanese negotiating techniques and provide down-to-earth advice about carrying out effective meetings with Japanese business professionals. Part 1 (first four chapters) discusses critical differences between Japanese and American cultures, with special emphasis on formal greetings and differences in the American and Japanese negotiation styles. The second part (chapters 5-9) covers the business of face-to-face negotiations and includes topical information about listening, interpersonal orientation, use of teams, training, assessment, agenda development, physical placement and setup, and time factors. Part 3 (last four chapters) addresses other key topics related to culture and personality and considers the future of US-Japan relations. This third part incorporates two case studies (General Motors-Toyota joint venture and rice negotiations) to illustrate the impact of social, cultural, and economic factors in doing business in Japan. This readable volume is highly recommended for any Westerner interested in learning about Japan's business culture and effective strategies for doing business in Japan. Upper-division undergraduate through professional collections. J. W. Leonard; Miami University