{"product_id":"9781929223107","title":"Case Studies in Japanese Negotiating Behavior","description":"Japanese representatives bring to the negotiating table a distinctive mind-set and behavioral style, one that’s largely free of gamesmanship and histrionics but that’s nonetheless frequently exasperating.\u003cp\u003eThis volume explores four recent U.S.–Japanese negotiations—two over trade, two over security-related issues—looking for patterns in Japan’s approach and behavior. In the first three cases, veteran Japanologist Michael Blaker finds the same fundamental style—coping. “Coping captures the go-with-the-flow essence of the Japanese bargaining approach”: cautious, methodical, low key, resistant, apprehensive, and above all defensive. In the fourth case, Ezra Vogel and Paul Giarra recount how the United States and Japan fashioned a new security framework for their relationship in the 1990s. Vogel and Giarra show that close personal relationships, mutual trust, and a common purpose can foster flexible, fast, and fruitful negotiations.\u003c\/p\u003e\u003cp\u003eEach 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.\u003c\/p\u003e","brand":"United States Institute of Peace Press (USIP Press)","offers":[{"title":"Default Title","offer_id":47019602313456,"sku":"9781929223107","price":14.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781929223107_p0.jpg?v=1763639312","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781929223107","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}