Eurotechnology-Japan Tutorial:
"Improve Negotiation Performance!"
(A tutorial by Jim Pelczar, Exec Director of International Management & Media YK)
Summary
This product is a 30 page tutorial providing you with some major elements of how to prepare and how to conduct
negotiations in an international setting, and in particular with Japanese negotiation partners.
Our tutorial can give you a very efficient preparation to improve your negotation skills and know-how when
facing a well prepared Japanese (or any other) negotiation team.
Commercially available negotiation training has changed little over the past 30 years. Even "win-win" or "win-win-win"
(we win, you win, the customer wins) negotiating models are far from understood or accepted on a global scale. Communication styles are
different in different cultures. The Japanese group dynamic warrants consideration. The Japanese attention to detail, documentation,
timeliness and other factors affect negotiations. Japanese individuals and groups also have the patience to wait out almost any situation.
While this tutorial is written from the perspective of negotiating with Japanese partners, lessons learnt from negotiating with Japanese
partners can be applied to many international negotiations.
The methods and strategies of the "negotiation system " introduced here, were developed through direct experience in negotiating
technology licenses with major Japanese corporations, and by observing the negotiation behavior of over 200 Japanese negotiators - all experienced
Japanese business men and women from major corporations - in complex simulated negotations for training and research under laboratory like conditions.
While negotiating is considered a personal skill, unified systematic approaches such as introduced in the present
tutorial will contribute to improve your negotiation performance, provided you take the time and make the effort
of thoroughly preparing for your negotiations. The present tutorial will help you to prepare and plan upcoming
negotiations in a systematic and well thought out manner based on long years of experience and experimentation and
study of Japanese negotiation behavior.
Sample pages
samples pages of the report
Table of Contents
- Executive Summary
- Language Support
- The Japanese Negotiator's use of Language Support
- Improve Negotiation Performance with Lanuage Support
- Before the Negotiation
- At the Negotiating Table
- Organizational Unity
- The Japanese Negotiator's use of Organizational Unity
- Improve Negotiation Performance with Organizational Unity
- Before Negotiations
- At the Negotiating Table
- Silence
- The Japanese Negotiator's use of Silence
- Improve Negotiation Performance with Silence
- At the Negotiating Table
- Listening and Questioning
- The Japanese Negotiator's use of Listening and Questioning
- Improve Negotiation Performance
- At the Negotiating Table
- After Negotiations
- Negotiating Documentation - Institutional Memory
- The Japanese Negotiator's use of Institutional Memory and Documentation
- Improve Negotiation Performance
- A Sample Document Hierarchy
- Before the Negotiation
- At the Negotiating Table
- Concluding Remarks
- Questions - Test what you have learnt
Purchase:
|
© (1996-2003) Eurotechnology Japan K. K.
Shinagawa Intercity Tower A 28F, 2-15-1 Konan, Minato-ku, Tokyo 108-6028, Japan
Tel. +81-3-6717-4160, FAX +81-3-6717-4141, Email us
EUROTECHNOLOGY (R) is a registered trademark or trademark in Japan and other countries.
|
|
