The Japanese Negotiator: Subtlety and Strategy Beyond Western Logic

by Robert M. March

Negotiating with Japanese businessmen is not just a cup of tea! It is a challenge. Now international consultant Robert M. March provides the winning edge. Includes case studies of actual successful and unsuccessful negotiations

Genres: Japan

200 pages, Paperback

First published October 1, 1988

Reviews

[Nelson Rosario]

If I were a businessperson doing business in Japan I'd give this book five stars, but I'm not so this book gets three stars.

What was great about this book was the insights into Japanese culture provided by the author. There were also some decent content regarding international negotiations.

Most of the book consists of case studies of actual negotiations between Western and Japanese companies, but unfortunately the case studies are not terribly interesting.

I liked the book, but its a bit dry.

[Will]

This book is not only out of date (from 1980s) but was sensationalized from the start. The writer would have us believe that Japanese business people are super duper genius business operators. In fact they flounder pretty badly, just like other people. They flounder perhaps in ways that are hard for non Japanese to understand perhaps. But that does not make them subtle and strategic beyond logic!
Leave this one on the shelf.