Japanese Business Etiquette: A Practical Guide to Success with the Japanese

Geared to executives who do business in Japan, this guide also serves as a general introduction to Japanese culture, explaining in part what has made that nation a successful competitor of the United States and why Americans have trouble selling products and services there. Readers learn, for example, that the Japanese don't say ""no,'' for to do so would dispell the surface harmony that tradition demandsinstead they say ``it is very difficult'' or ``I'll think about it.'' Nonverbal communication is important in Japanese society, the author notes, and Westerners' discomfort and need to fill silence with conversation often works against true friendship, which is key to acquiring and maintaining business relationships in Japan. Throughout this solid study, Rowland, who lived in Japan six years and works now for a Japanese company in California, provides a wealth of information of interest to businesspeople and laypersons alike. Foreign rights: Debbie Phillips, Warner. November