How to Negotiate with the Japanese
研究了美日商业谈判的机制，基于114家美国在日企业的数据，分析谈判准备、成败因素及改进方法，对从事对日贸易的管理者有用。
This article examines and identifies the mechanics of U.S.-Japan business negotiations; how a company prepares for such negotiations; the factors that contribute to the success or failure of such negotiations; and what can be done to improve future negotiations. Data was collected from 114 U.S. firms that had affiliate or subsidiary operations in Japan.