Thecorrect strategy for Americans negotiating with Japanese or other foreignclients is a Japanese strategy:ask questions. When you think you understand, ask more questions. Carefullyfeel for pressure points.If an impasse is reached, don't pressure. Sugges
Talk back to your internal critic. Train yourself to recognize and write downcritical thoughts as they go through your mind. Learn why these thoughts areuntrue and practice talking and writing back to them.
If youare planning on doing business with someone again, don't be too tough in thenegotiations. If you're going to skin a cat, don't keep it as a house cat.
