Contents

本書の前書き
前書の前書き
Preface　1


ChapterⅠ　A Case Study on Negotiation

──　Approaches to American‐style
Business Negotiation　──5
１．Introduction
２．Summary of the negotiation
３．Negotiation on November １０
４．Negotiation on November １５
５．Negotiation on November ２２
６．Settlement process
　　Financial Information
　　Management Initial Proposal
　　The Union's Proposal Ⅰ
　　The Union's Proposal Ⅱ
　　The Management's Revised Proposal
　　Final Settlement
７．Conclusion

　　　Notes & References


ChapterⅡ　A Strategic Framework for Negotiation

── An Introduction to
Global Business Applications ──51
１．Introduction
２．The Four Subprocesses
　　Distributive bargaining
　　Integrative bargaining
　　Attitudinal structuring
　　Intraorganizational bargaining
３．Bluffing and Lying
４．Conclusion

　　　Notes & References


ChapterⅢ　Japanese Style in Decision‐making

── Mr．Yoshio Terasawa's
unforgettable speech ──93


ChapterⅣ　Decentralization as Economic
Development Policy

── Mr．Jeffrey Jamison's
insightful opinion ──103


ChapterⅤ　The Marketing Era is evolving
into the Logistics Era

── Hirofumi Tange's guest speech
in Nanjing，China ──113


ChapterⅥ　The Current Situation and Policy
of Cold Chain in Japan

── Hirofumi Tange's guest speech
in Beijing，China ──125

Selected Bibliography（Books）135

Index141