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Gercik, Patricia : ON TRACK WITH THE JAPANESE: A CASE-BY-CASE APPROACH TO BUILDING SUCCESSFUL RELATIONSHIPS

Kodansha Amer Inc, 1992

ISBN 9784770016027

A highly collectible first edition, tight clean copy, protected in a new br odart wrapper, no inscriptions, unclipped dustjacket, this is not an Ex- Lib or a BCE/BOMC edition. Gercik (managing director, M.I.T. Japan Program) employs 23 case studies to illustrate her model that organizes the Japanese approach to building rela tionships into four basic stages: Know Me, Trust Me, Believe Me, and Marry Me. A "Miss Manners" guide for the business person, this primer of proper behav ior for Americans living or doing business in Japan may be the most specifi cally useful such book to date. Drawing on 23 engrossing case histories--so me successes, others failures--the managing director of MIT's Japan Program guides the reader through what she identifies as the four critical steps i n establishing successful relations in a Japanese business setting: "know m e," "trust me," "believe me" and "marry me." Gercik, who lived in Japan unt il she was 22, endows these case histories with novelistic detail, depth an d breadth, as well as with a business and cultural expertise that makes eac h situation gripping. Her analyses of the errors committed or avoided cast brilliant light not only on the Japanese industrial ethic but on many crann ies in the broader society as well. In her descriptions the unsuspected pit falls awaiting foreigners in Japan's rigidly structured insider/outsider so ciety seem daunting, but with such an invaluable book in hand, those with w ork to do in Japan or with the Japanese must surely succeed. Copyright 1992 Reed Business Information, Inc., Fine/Fine

1st Edition

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