INSEAD Library

Includes bibliographical references and index

Digitized

How to Do Business with the Japanese Told from Practical Experience Table of Contents Introduction ................................................................ 1 The Gaijin How the Japanese feel about foreigners . . .......... 7 Partner Wanted How to achieve successfull cooperation .......................................................................................... 17 Negotiating Successfully-But How? The direct way is not always the fastest. ................................................ 29 Traps and Snares · Do not forget: Test your partner's Understanding the Unspoken Recommendations financial standing. ................................................................... 37 for the initial phase ................................................................. 43 The Balance of On and Gin Generosity at the beginning Kimochi and Sasshi Or: How to put oneself in one's pays dividends ....................................................................... 49 partner's shoos ........................................................................ 53 `Yes' Does Not Always Mean Yes Problems and crises in Unloved Contracts When written agreements are to partnership .............................................................................. 57 be recommended ..................................................................... 63 Sales Cooperation Limited investment--but also limited Caution When Selling Licences Mistakes that can possibilities .............................................................................. 67 be made when transferring know-how ................................... 73 Don't Forget to Apply for Patents A Stitch in time saves nine in Japan, too. ........................................................ 79 Operation 'Joint Venture' No success without identical strategy ............................................................................ 85 The Right Man for Tokyo Main task: inspiring con- fidence ...................................................................................... 95 The Problem of Communication Most failures arise from failure to adjust ..................................................... 105 The ABC of Public Relations How to deal with of ficials and the press--invitations and gifts ............................ 111 Acquisitions-No Taboo · But care is the watchword ........... 119 Everything Depend on the Personnel How to recruitable A Thorny Road But without Japan no presence in the Foreigners in Japan How to handle foreigners who come to Japan......................................................................... 137 Japanese staff......................................................................... 125 world market .......................................................................... 131 Bibliography............................................................... 145 Index.......................................................................... 147