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
To startblindly with a statement is a sign of arrogance and narrow-mindedness, andwill lead to conflict. To start blindly with a question is a sign ofuncertainty and honesty, and will lead to wisdom.
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.
Wheneveryou're in conflict with someone, there is one factor that can make thedifference between damaging your relationship and deepening it. That factoris attitude.
