"Canny" Japanese Japan Airline International Co. Ltd (JAI) decided to import 10 sets of Boeing airplanes from McDonnell Douglas. JAI appointed the standing boarder, fiinancial manager and the technical manager as members of the negotiation team. The McDonnell Douglas arranged the negotiation immediately after the JAI representatives arrived in the U.S. by air. When the three Japanese gentlemen entered the conference room with a tired look, the leading negotiator of the American company considered it a good chance and stepped into the introduction part of the negotiation promptly. From 9:00 to 11:30 a.m., a huge number of graphs, data, computed designs, auxiliary materials and aviation pictures were demonstrated by threee projection machines successly, proving a perfect quality and pricing of its airplanes. When the introduction was finished, the negotiation representative looked into the Japanese and asked them full of expections, "what do you think?" Seemed to be insusceptible, the Japanese guests gave a smile and said, "We don't understand." Greatly shocked and puzzled, the negotiation leader of the American side asked, "you don't understand?What do you mean? Which part?" The three Japanese apologized and asked them to repeat the introduction. Deeply depressed, however, the American leader had no other choice. However, they had lost the original passion and confidence while repeating the introduction. In the following negotiations, the Japanese seemed stagnant to the Americans, making them feel the well prepared opinions, supporting data, deductions and carefully selected negotiation strategy doesn't work for the stupid Japanese at all. After they finished the negotiation for the second day, the Americans had been agitated and afraid of any other troubles, and the only wish for them was to end the negotiation as soon as possible. So the Americans asked straightly, "Our airplanes are the best and the price is also reasonable, do you have any different opinions?" Taking this opportunity, the Japanese offered a very low price and at last the deal was settled at the price proposed by the Japanese.