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
The ear tends to be lazy, craves the familiar and is shocked by the unexpected; the eye, on the other hand, tends to be impatient, craves the novel and is bored by repetition.
In aconflict, being willing to change allows you to move from a point of view toa viewing point a higher, moreexpansive place, from which you can see both sides.
