Quote by John L. Graham
The correct strategy for Americans negotiating with Japanese or other foreign clients is a Japanese strategy: ask questions. When you think you understand, ask more questions. Carefully feel for pressure points. If an impasse is reached, don't pressure. Suggest a recess or another meeting.
Summary
This quote emphasizes the importance of adopting a Japanese negotiation strategy when dealing with foreign clients. It suggests that rather than asserting dominance or applying pressure, it is more effective to ask questions and listen attentively. By continuously seeking understanding and gathering information, one can identify the pressure points and potential areas of compromise. Instead of forcing an outcome, the quote suggests taking breaks or scheduling further discussions to maintain a constructive and respectful environment for negotiation.
Topics
Business
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