Sales Negotiation Research Articles

Language and Marketing in Japan

One of the great harriers to foreign marketing success in Japan has been the limited number of foreigners who can communicate in Japanese. Knowledge of the relationship between marketing and written Japanese, spoken Japanese, linguistic pluralism and unspoken communication in Japan will show foreign marketers how language influences Japanese marketing in at least nine significant areas—the sales relationship, negotiation, correspondence, promotional materials, packaging, print advertising, radio and television advertising, and the naming of products.

Book Review Section

Book reviews in this article:Argyris, Chris. Increasing. Leadership Effectiveness.Meltzer, H. and Wickert, Frederic R. (Editors) Humanizing Organizational Behavior.Jaques, Elliot. A General Theory of Bureaucracy.Kipnis, David. The Powerholders.Swingle, Paul G. The Management of Power.Cooper, Cary L. (Editor) Developing Social Skills in Managers: Advances in Group Training.Glaser, Edward M. Productivity Gains Through Worklife Improvement. Managing by Objectives Cassette/Workbook Program.Kory, Robert B. The Transcendental Meditation Program for Business People.Anstey, Edgar, Fletcher, Clive and Walker, James. Staff Appraisal and Development.Pelz, Donald C. and Andrews, Frank M. Scientists in Organizations: Productive Climates for Research and Development.Hall, Douglas T., Bowen, Donald D., Lewicki, Roy J. and Hall, Francine S. Experiences in Management and Organizational Behavior.Kast, Fremont E. and Rosenzweig, James E. Experiential Exercises and Cases in Management.Tosi, Henry L. and Carroll, Stephen J. Management: Contingencies, Structure, and Process.Tosi, Henry L. (Editor) Readings in Management: Contingencies, Structure, and Process.Yuill, Bruce. Supervision: Principles and Techniques.The Career Management System. Darien, Conn.: Management Decision Systems, Inc., 1976. Each of the following consists of two audio cassettes and workbook. Each is separately available.Trotta, Maurice S. Handling Grievances: A Guide for Management and Labor.Petrie, Donald J. Handling Employee Questions About Pay.Zawacki, Robert A. and Warrick, D. D. (Editors) Organization Development: Managing Change in the Public Sector.Spray, S. Lee. (Editor) Organizational Effectiveness: Theory, Research, and Application.Lassey, William R. and Fernandez, Richard R. (Editors) Leadership and Social Change.Gardner, James E. Helping Employees Develop Job Skill: A Casebook of Training Approaches.Pfeiffer, J. William, Heslin, Richard and Jones, John E. Instrumentation in Human Relations Training.Maier, Norman R. F. The Appraisal Interview: Three Basic Approaches.Gruneberg, Michael M. (Editor) Job Satisfaction—A Reader.Maloney, Michael P. and Ward, Michael P. Psychological Assessment: A Conceptual Approach.Johnson, Richard A., Monsen, R. Joseph, Knowles, Henry P. and Saxberg, Borje O. Management, Systems, and Society: An Introduction.Hegarty, Edward J. How to Succeed in Company Politics.Schlei, Barbara Lindemann and Grossman, Paul. Employment Discrimination Law.Bauby, Cathrina. Understanding Each Other: Improving Communication through Effective Dialogue.American Institutes for Research. Planning Career Goals: Career Handbook; Technical Bulletin No. 1; Counselor's Handbook; Student Guide; Test Battery, Answer Sheets and Examiner's Manual.Blake, Robert R. and Mouton, Jane Srygley. Consultation.Bradford, Leland P. Making Meetings Work: A Guide for Leaders and Group Members.Carrington, Patricia. Freedom in Meditation.Cohen, Allan R., Fink, Stephen L., Gadon, Herman and Willits, Robin D. Effective Behavior in Organizations: Learning from the Interplay of Cases, Concepts, and Student Experiences.Cooper, Gary L. (Ed.) Theories of Group Processes.Dyer, Lee. (Ed.) Careers in Organizations: Individual Planning and Organizational Development.Getman, Julius G., Goldberg, Stephen B. and Herman, Jeanne B. Union Representation Elections: Law and Reality.Gilmer, B. von Haller and Deci, Edward L. Industrial and Organizational Psychology.Hall, Edward T. Beyond Culture.Hanan, Mack, Berrian, Howard, Cribbin, James and Donis, Jack. Take‐Charge Sales Management: Successful First‐Year Strategies for the Newly Appointed Sales Manager.Hanan, Mack, Cribbin, James and Berrian, Howard. Sales Negotiation Strategies.Harris, O. Jeff, Jr.How to Manage People at Work: A Short Course for Professionals. Management Development Guide: The American Management Associations' Catalog of Courses (March‐August 1977).McConkey, Dale D. How to Manage by Results.Nay, W. Robert. Behavioral Intervention: Contemporary Strategies.Peterson, Dan. Safety Supervision.Porter, Wayne R. A Jobseeker's Guide to the Library.Porter, Wayne R. The Job‐Winning Application.Porter, Wayne R., Levine, Edward L. and Flory, Abram, III. Training and Experience Evaluation: A Practical Handbook for Evaluating Job Applications, Resumes and Other Applicant Data.Sanders, Mark S. and McCormick, Ernest J. Workbook for Human Factors in Engineering and Design.Williams, Elizabeth Friar. Notes of a Feminist Therapist.

Sales Negotiation Cost Planning for Corporate Level Sales

Little attention has been paid to negotiation cost planning for large corporate level sales. Often in industrial selling, negotiation costs represent a significant percentage of a firm's sales. This article suggests a relatively simple technique that can increase the industrial marketing manager's ability to plan his corporate level sales both more effectively and more efficiently.

Sales Negotiation Cost Planning for Corporate Level Sales

Little attention has been paid to negotiation cost planning for large corporate level sales. Often in industrial selling, negotiation costs represent a significant percentage of a firm's sales. This article suggests a relatively simple technique that can increase the industrial marketing manager's ability to plan his corporate level sales both more effectively and more efficiently.