Breaking the Japanese negotiating code: What European and American managers must do to win

Julian Gresser

European Management Journal, 1992, vol. 10, issue 3, 286-293

Abstract: The Japanese system of business negotiation is unique and deeply embedded in Japanese culture. Western businessmen, who seek compromise, 'friendly transactions' and open agendas, and who fear failure, have much to learn in economic competition with Japan. Julian Gresser explains that Japanese negotiating reflects a deep understanding of the psychological dynamics of the effective manager. He identifies six important rules from the Japanese negotiating system which need to be grasped by Westerners if they are to match this formidable capability. There is still no substitute, however, for patient training and coaching in teams to tackle the Japanese tacticians.

Date: 1992
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