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
Reasonand emotion are not antagonists. What seems like a struggle between twoopposing ideas or values, one of which, automatic and unconscious, manifestsitself in the form of a feeling.
No onecan persuade another to change. Each of us guards a gate of change that canonly be opened from the inside. We cannot open the gate of another, either byargument or emotional appeal.
Peopleshould talk less and draw more. Personally, I would like to renounce speechaltogether and, like organic nature, communicate everything I have to sayvisually.