In This Review

Japanese International Negotiating Style
Japanese International Negotiating Style
By Michael K. Blaker
Columbia University Press, 1977, 250 pp

A fascinating account of prewar Japanese bargaining behavior that reveals a coherent national style of negotiating. One ingredient is diplomatic tenacity; sticking doggedly to original positions. Another is passivity: the Japanese acted "only when the pressure of events forced them to act." They compromised only in the later stages of negotiations; they postponed compromises as long as possible; and their negotiating behavior required "infinite patience" on the part of the negotiating partner.