Every kind of peaceful cooperation among men is primarily basedon mutual trust and only secondarily on institutions such as courts ofjustice and police.
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.
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