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
No onecan persuade another to change. Each of us guards a gate of change that canonly be opened from the inside. We cannot open the gate of another, either byargument or emotional appeal.
Onemight as well try to ride two horses moving in different directions, as totry to maintain in equal force two opposing or contradictory sets of desires.
