Explores four recent US-Japanese negotiations - two over trade and two over security-related issues - looking for patterns in Japan's approach and behaviour. Each study explains the cultural, as well as the political, institutional and personal factors, and assesses their influence.

While Japan has been on center stage of the world economy for decades, interactions between the Japanese and Westerners continue to be on the rise. Daily communication in both business and social settings is commonplace, and connections through the Internet and mobile media make what felt distant only a few years ago seem familiar. Our cultures and social norms remain vastly different, however, and professionals working in Japan are likely to confront new challenges every day. For example, what are the three biggest challenges for Westerners who go to work in Japan? How can you tell when “yes” might mean “no”? When you are the guest in a taxi, who should sit where? In the fully updated second edition of With Respect to the Japanese, readers discover not only answers to basic etiquette questions, but also how to communicate successfully with the Japanese and, in the process, earn mutual respect. John C. Condon and Tomoko Masumoto use real-life examples (from kindergarten classrooms to the boardroom) to explain the contrast between these two distinct cultures. In this essential guide to Japanese culture, you will learn how vital societal characteristics affect communication, decision making, management styles and many other aspects of work and everyday relationships.

The volume offers an exploration of methods for analysis of emotion in negotiation, such as cognitive modeling, discourse analysis, all testing, subsequent multidimensional scaling, impression rating, and graph modeling for conflict resolution, reasonable and unreasonable disagreement. It covers activities, such as business negotiation, conflict solving, bargaining, task management meetings, discussions, and elaborates on different kinds of emotions. Some emotions stimulate negotiation (e.g. empathy), others -hinder it (e.g. disgust). However, all emotions open a door to uncertainty in relations and negotiation, which in turn provides an opportunity. The volume views language in negotiation not only as a vehicle for transmission of thought but also as a manifestation of emotion and the ethical.

Negotiating Political Conflicts analyzes comprehensively the foundations for understanding negotiations: What is negotiation? What are the most important concepts and terms? Empirical examples illustrate theoretical conceptions. Academics and practitioners will find this book an invaluable companion to the theory and practice of negotiation.

This book provides a comparative study of the strategies of great powers in the Asia-Pacific, namely, the United States, China and Japan, known as the Pacific Three. It examines the evolution of each power’s strategic thinking and analyzes the three powers’ respective foreign policies and internal debates in the policymaking process. It analyzes the three countries’ conflict and cooperation from past to the present. It stresses the importance of the interactions between internal and external factors in the policymaking process, and emphasizes the great significance of these interactions for international relations theory. For example, it highlights the role of strategic advisers in think tanks and government agencies in the United States, Japan's informal and balanced policymaking process, and the impact of traditional culture in China, especially Confucianism, and the part played by Chinese think tanks.

Examines intra-alliance politics between the United States, Japan, and South Korea. In an age of increasingly complex security situations around the world, it is essential that students and practitioners understand alliances and minilateral security mechanisms. Partnership within Hierarchy examines, in depth, the troubled evolution of the US–Japan–South Korea security triangle from the Cold War period to the present time. Referencing a voluminous amount of declassified documents in three different languages, Sung Chull Kim, through six case studies, delves into the common questions arising in different historical periods, such as who should pay costs, what to commit, and why. Burden sharing and commitment, Kim shows, emerged as the main subject of competing expectations and disagreements arising between the capable middle power Japan and the weak power South Korea. Kim details how the dominant power, the United States, has controlled the red lines and intervened in the disputes, the result of which is in most instances a balancing effect for the triangle. In this vein, he persuasively accounts for why historical disputes between Japan and South Korea, which submerged during the Cold War, reverberate today when asymmetry between the two is substantially balanced. “This book adds a thoughtful framework to our understanding of the United States–Japan–South Korea triangle over six decades. It also serves the field well by linking six critical decisions in Japan–Korea relations over this time period and the US impact to the overall framework.” — Gilbert Rozman, author of The Sino-Russian Challenge to the World Order: National Identities, Bilateral Relations, and East versus West in the 2010s “Sung Chull Kim provides a fascinating narrative for the evolution of the triangular relationship.” — Terence Roehrig, coauthor of South Korea’s Rise: Economic Development, Power, and Foreign Relations

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Refreshing and revealing in equal measure, this innovative volume conducts a critical/self--critical exploration of the impact of culture on the ill-fated Oslo peace process. The authors negotiators and scholars alike demolish stereotypes as they construct an unusually subtle and sophisticated understanding of how culture influences negotiating styles. Culture, they argue, did not cause the Oslo breakdown but it did play an influential, intervening role at several levels: coloring the thinking of political leaders, shaping domestic politics on both sides, and affecting each side s evaluation of the other s beliefs and intentions.After an overview by William Quandt of the history of the Oslo process and the impact of international factors such as U.S. mediation, the volume presents a detailed analysis of first Palestinian, and then Israeli negotiating styles between 1993 and 2001. Omar Dajani, a former legal advisor to the Palestinian team, explains how elements of Palestinian identity and national development have hobbled the Palestinians ability to negotiate effectively. Aharon Klieman, a distinguished Israeli analyst, traces a long-standing clash between diplomatic and security subcultures within the Israeli political elite and reveals how Israeli identity has helped create a negotiating style that opts for short-term gains while undermining the prospects for a lasting agreement. Drawing on these insights, Tamara Wittes concludes the volume by offering not only a fresh appreciation of culture s influence on interethnic negotiations but also lessons for future negotiators in the Israeli-Palestinian conflict.Read the review from Foreign Affairs."

Value Negotiation: How to Finally Get the Win-Win Right examines the complicated world of negotiation and provides a simple and practical approach in helping negotiators learn how to consistently deliver the highest possible value at the lowest possible risk in the widest range of situations. The textbook consists of three parts: in Become a Negotiator, challenge yourself to rethink your foundations and assumptions about negotiation, in Prepare for Negotiation, find out how to choose a negotiation goal and strategy, and anticipate critical moments during negotiation and in Negotiate!, uncover how you can connect with negotiating parties, work towards gaining mutual value, and finally, make the best possible decision. In each part, a wide variety of dialogues, scenarios, discussion questions and exercises have been specially designed to prepare you for commonly experienced situations and settings in negotiation. For university professors, adopting the Value Negotiation book entitles you to request a comprehensive Instructor’s Package that includes an Instructor’s Manual and a set of teaching slides.