Understanding the Japanese Negotiating Code --- New Tools and Ways of Thinking ---

Why This Negotiation Seminar is Unique

Of all the systems of negotiation in the world today, perhaps the most sophisticated is the secret cultural code of tactics and behaviors, deployed by most Japanese companies and the Japanese government. How well do you and your teams (including negotiating, marketing and sales, and project development teams) truly understand the Japanese negotiating code? By "understand" we do not mean to be generally familiar from casual encounters or a smattering of business transactions. To understand the code means that you can see into the character of your opponents, predict their moves, disable or join with them at your pleasure. You must be able to take effective action. Remember the famous adage of the Chinese general, Wang Yang Ming, "Knowledge without action is not knowledge at all."

The purpose of this two-day program is to give you a complete system by which you can navigate effectively in all your business dealings involving Japan. Moreover, by learning to deal effectively with the Japanese system of negotiation, you will acquire the essential "conditioning" that will prove invaluable in Korea, China, Southeast Asia, Eastern Europe and all the other high risk, high opportunity markets of the world.

The Virtual Dojo (Training Hall) On the Internet - Overcoming Fall-off

One of the critical benefits you will take away from this program is powerful new tools and ways of thinking to deal with "fall-off." Fall-off is the tendency in all training of this kind for new skills to "fall off" if they are not supported by steady training and effective coaching.

With your participation in this program you will receive a complimentary copy of Julian Gresser's new book, Piloting Through Chaos: Wise Leadership * Effective Negotiation for the 21st Century and a complimentary three-month membership in The Far Eastern Negotiators' Alliance, a unique Meeting/Training Hall (Virtual Dojo) on the Internet. Through the Alliance you will be able to meet other able negotiators in the United States, England, Sweden, Norway, and Japan, test out your ideas, hone your skill, train, and when appropriate, take concerted action.

In order to help you manage fall-off, the program will also introduce you to a unique software program known as The Artful Navigator^(tm) which can serve as a Virtual Executive Coach. Through personalized interactive training The Artful Navigator enables you to track the flow of decisions in any negotiation, identify your greatest strengths and weaknesses, predict the moves of your opponents, and make intelligent expenditures not only of time and money, but also of creativity, your most precious resource. An eminent psychologist, Dr. John Tarrant, has described The Artful Navigator as the "Swiss army knife of the psyche."

About the Seminar Leader

Julian Gresser is an international attorney, negotiator, consultant, author and inventor who has had an unusually diverse professional career. From 1976-83 Gresser was twice Visiting Mitsubishi Professor at the Harvard Law School and also taught seminars on technology, economics and law as a Visiting Professor at MIT. He has been a consultant to the U.S. State Department, the Prime Minister's Office of Japan, the World Bank, the Republic of Korea, the People's Republic of China and the European Commission, as well as hundreds of U.S., European and Japanese companies. Mr. Gresser is the author of two other books, Environmental Law in Japan (MIT Press, 1981) and Partners in Prosperity: Strategic Industries for the U.S. and Japan (McGraw Hill, 1984), as well as numerous professional articles in English and Japanese on technology, economics, and law. In 1994, Mr. Gresser joined forces with Mr. Tod Brannan, an expert software consultant and developer, and formed Logos Networks Corporation and devised a way to provide ongoing personalized interactive training through a unique software program, The Artful Navigator.

Landmarks

In 1976 as counsel to an international consortium of environmental organizations Mr. Gresser persuaded the Japanese Diet (Parliament) and the Japanese government to abandon the construction of a super-industrial tanker port in Palau, Micronesia. The dredging of this superport would have destroyed Palau's unique marine environment, which is the home to hundreds of endangered marine plants and animals. The case established the right of foreigners to petition the Japanese Diet for redress of grievances.

In 1979 as a consultant to the U.S. Department of State, Mr. Gresser established and chaired an interagency task force which examined the impact of "strategic" technologies and industries on economic growth. His report was published by the Ways and Means Committee of the U.S. House of Representatives and has had an important influence on thinking about industrial policy within the U.S. government, academic circles and industry. Julian Gresser's early work has been one of the important building blocks of President Clinton's current policies relating to the promotion of critical technologies to stimulate industrial growth.

In 1986, acting for Getz Brothers, a U.S. trading company, Mr. Gresser was able in seven years to transform its $8 million Japanese branch into a fully-fledged Japanese company, listed on the Tokyo Over-the-Counter market with a capitalized value of over $1 billion. This case represents a landmark, not only in American companies' efforts to tap the Japanese capital markets, but also as a political breakthrough because all parties benefited: the American owners, the employees of the Japanese subsidiary, the investing public and both governments.

Who Should Attend

* CEOs * Presidents and Vice Presidents * Managing Directors * General Managers * Senior Marketing Executives * Project Managers * Senior Sales Executives * Lawyers * Consultants * Research and Development Managers * Chiefs of Engineering * Government Officials from all agencies concerned with foreign affairs decision making

Organizations Which Have Benefited From This Seminar

Arthur Andersen & Co * Intel Corp * Dole Packaged Foods Co. * Sun Microsystems Laboratories Inc. * NEC Electronics Inc. * Bank of California * Apple Computer Inc. * Hallmark Cards, Inc. * Nissan North America Inc. * Union Carbide Corp * U.S. Department of Justice * Federal Express Corp * AT&T * Mobil Oil Corp * Ericcson * Boeing Aircraft Corp * BMW Concessionaires (HK) Ltd * Bell Laboratories * Digital Equipment Corp * Xerox Corp * Hong Kong Government * Westpac Banking Corp * DHL Worldwide Express * Wisconsin Investment Board * Westinghouse Nuclear Corp * Amgen * Raychem * ABB Brown Boveri * Kabi Pharmacia * Scandinavian Motors * Saab * The European Commission * Upjohn * Corning * UCAR Carbon Company * Japan Capital Markets Group * Biosym * Hallmark * General Electric Corporation * Koyosha Graphics Company * Allergan * Kelsey-Hayes * Atlas Copco AB * TRW * Northrup-Grumman * Quicklogic * Photon Dynamics * Finnbohus * LSI Logic Corporation * Adaptive Logic * KLA Instruments * Bridgestone.

To ask questions or order products, please contact us by sending E-Mail to Integrity@LogosNet.com