We have had similar problems.  Does a fixed-price agreement help?  Janet

At 11:59 AM 9/13/99 -0400, you wrote:
>We are trying to do business with a Japanese firm.  Although I have not
>yewt met with them, the P.I. has.  They seem to have a problem with F&A,
>indirect, overhead, or whatever we name the general costs of doing
>business.  I cannot conceive it possible to operate a business, even in
>Japan, without using this concept, so we need to describe it in their terms.
>Does anyone out there have some familiarity with the techniques and terms
>used in Japan for this?  I think if we understand their culture in this
>regard, we can start singing from the same hymnbook!
>
>Thanks!!
>
>Chuck
>
>
>Herbert B. Chermside, CRA
>Director, Sponsored Programs
>Virginia Commonwealth University
>
>
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******************************************************************************
Janet M. Hahn, C.R.A.                           xxxxxx@runet.edu
Director, Research & Sponsored Programs         phone: 540-831-5479
Radford University                                      fax: 540-831-6636
Radford, VA 24142-6926                          http://www.runet.edu/~sponsrpr/

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