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NEGOTIATING WITH THE JAPANESE
By: sorin stoian

NEGOTIATING WITH THE JAPANESE AMERICAN CORPORATIONS WISHING TO ENTER INTO VIRTUALLY ANY TYPE OF RELATIONSHIP-GROUND LEASES, SALES OR TRANSFER OF OWNERSHIP OF FACILITIES-WITH A JAPANESE COMPANY MUST OVERCOME SEVERAL FORMIDABLE BARRIERS IN THEIR DEALINGS WITH THE JAPANESE. THIS ARTICLE WILL ACQUAINT THE AMERICAN READER WITH THE VAST DIFFERENCES IN MANAGEMENT THINKING BETWEEN WESTERNERS AND JAPANESE THAT OCCUR AS A RESULT OF BASIC CULTURAL DIFFERENCES. BUSINESS VISITORS TO JAPAN ARE EASILY MISLED BY SURFACE APPEARANCES, SUCH AS THE PREVALENCE OF SPOKEN ENGLISH AND WESTERN CUSTOMS IN HOTELS, SHOPPING CENTERS AND, MOST IMPORTANTLY, IN THE JAPANESE COMPANIES WITH WHOM THEY'RE DEALING. THIS SURFACE "WESTERNIZATION" MASKS THE VERY REAL CHASMS SEPARATING WESTERN FROM JAPANESE THINKING. OUR CONCERNS IN THIS ARTICLE ARE THE PRAGMATIC ONES OF NOT JUST ATTRACTING JAPANESE INVESTMENTS TO THE U.S., BUT...