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
You only have power over people so long as you don't takeeverything away from them. But when you've robbed a man of everything he's nolonger in your power he's free again.
Insteadof suppressing conflicts, specific channels could be created to make thisconflict explicit, and specific methods could be set up by which the conflictis resolved.
Usenon-verbal communication to SOFTEN the hard-line position of others: S =Smile, O = Open, Posture, F = Forward Lean, T = Touch, E = Eye Contact, N =Nod.
