Business Guide to Japan. Boye Lafayette De Mente

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      BUSINESS GUIDE TO JAPAN

       A Quick Guide to Opening Doors and Closing Deals

      Published by Tuttle Publishing, an imprint of Periplus Editions (HK) Ltd.

      www.tuttlepublishing.com

      Copyright © 1989 by Boyé Lafayette De Mente

      Copyright © 2006 by Boyé Lafayette De Mente

      All rights reserved. No part of this publication may be reproduced or utilized in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without prior written permission from the publisher.

      Library of Congress Control Number: 2006924487

      Previously published as Businessman’s Guide to Japan © 1989

      ISBN: 978-1-4629-0094-7

      Distributed by:

      North America, Asia Pacific

      Latin America & Europe

      Tuttle Publishing

      364 Innovation Drive

      North Clarendon, VT 05759-9436

      Tel: 1(802) 773-8930

      Fax: 1(802) 773-6993

      [email protected]

      www.periplus.com

      Berkeley Books Pte. Ltd.

      61 Tai Seng Avenue #02-12

      Singapore 534167

      Tel: (65) 6280-1330

      Fax: (65) 6280-6290

      [email protected]

      www.tuttlepublishing.com

      Japan

      Tuttle Publishing

      Yaekari Building, 3rd Floor

      5-4-12 Osaki, Shinagawa-ku

      Tokyo 141 0032

      Tel: (81)3 5437-0171

      Fax: (81)3 5437-0755

      [email protected]

      www.tuttle.co.jp

      13 12 11 10 6 5 4 3 2

      Printed in Singapore

      TUTTLE PUBLISHING® is a registered trademark of Tuttle Publishing, a division of Periplus Editions (HK) Ltd.

      CONTENTS

       Preface

       The Strange Bedfellows

       The Culture Of Emotion

       The Resentment Factor

       The Role Of Groupthink

       The Faction Factor

       Using The Art Of The Belly

       Communicating Heart-To-Heart

       Management By Intuition

       Pass The Zen, Please

       Putting Your Best Face Forward

       Identifying Your Company

       Knowing What You Are Talking About

       Coming Up With The Right Bait

       Focusing In On The Right Connection

       Finding The Right Connection

       Putting Your Life On The Line

       Avoiding The Second-Class Pitfall

       Going In Alone

       Fighting Spirit

       Rules Of Employment

       Going In With A Japanese Connection

       The Importance Of Going To Japan

       Greasing The Skids

       Getting Help From Experts

       Borrowing Face From Advisors

       Inviting The Japanese To Visit You

       The Structure Of A Japanese

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