chapter  3
27 Pages

Facing the Japanese Salaryman

How many counter offers should you make when negotiating with the Japanese?

Where will you entertain your Japanese supplier?

Boasting one of the strongest economies in the world despite recent short-term setbacks, Japan is one of the big players in the global economy. Not only must the Japanese be dealt with as intense competitors anxious to capture markets that have thus far eluded their grasp, but they must also be addressed as a large consumer market ready for increasing consumption. Yet, finding a niche in the Japanese market has historically been a difficult task, especially for Western economic powers. Trade wars were common headline news with political leaders complaining of unfair trade practices on the part of Japan, and business leaders imploring Americans to purchase domestically produced goods.