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The "Smell and Taste" of Japanese Companies The Strange Bedfellows 6 The Culture of Emotion to The Resentment Factor iS The Role of Groupthink 18 The Faction Factor 22 Using the Art of the Belly 25 Communicating Heart-to-Heart 28 Management by Intuition 32 Pass the Zen, Please 35 Putting Your Best Face Forward 38 Identifying Your Company 44 Knowing What You Are Talking About 48 Coming Up with the Right Bait 55 Focusing In on the Right Connection 58 Finding the Right Connection 63 Putting Your Life on the Line 68 Avoiding the Second-Class Pitfall 71 Going In Alone 73 Fighting Spirit 75 Rules of Employment 77 Going In with a Japanese Connection 79 The Importance of Going to Japan 82 Greasing the Skids 84 Getting Help from Experts 88 Borrowing Face from Advisors 92 Inviting the Japanese to Visit You 95 The Structure of a Japanese Company 99 The Spirit of Japanese Companies 1o8 Making the First Contact in Getting the Still Useful Bow Down 116 The Business Card Game 118 Getting Acquainted 122 How to Recognize "No" 126 The Role of the Greeting Ritual 131 Seeing behind the Facade 134 The All-Important Pre-Agreement Meetings 137 Revolving the Roots 139 I Will Do My Best 142 I Understand You 144 The Written Document System 146 The Importance of Following Up 15o How to Use Interpreters 152 More on Failing to Follow Through 155 Dealing at the Negotiating Table 158 Killing with Silence 161 Beware of Using Logic 164 Mastering the Art of Doing Business at Night 166 The Importance of a Hidden Art 170 "Nomi-nication": GatheringWisdom in Bars 173 Let's Have a Drink 175 Business on the Greens 178 A Dash of Culture 182 And a Pinch of Sex 185 When the Going Gets Tough 189 Why the Japanese Are Quality Conscious 192 The Kaizen Factor 197 The Art of Servicing Customers 199 Putting On a Loving Face 201 Grinding Sesame Seeds 203 Making Hay in the Japanese Market 205 Going after the Young 207