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afflictions
In other words, there is an element of melodrama in Japanese
negotiations. The hardship and challenge (or pain and suffering as the
Japanese see it) one goes through in order to present their work is a
strategy to elicit interest and compassion.
In Japan, decisions are more trust based than logic based.
Making a logical argument about why you are the most qualified doesnt
always work. You must gain the trust of Japanese business people before
agreements are met.
Observing some basic cultural DOs and DONTs will help you fit into
the Japanese business world.
DONT surprise your host with the gift. At the beginning of the
meeting, make sure you mention that you have a small gift to present
afterward.
DONT expect that any gifts you give will be opened in your presence.
these qualities trustworthy. Any anxiety they may have over dealing
with a foreign company will be gradually alleviated if they know what
to expect with each encounter.
Japanese business people do business in many different ways
than most Westerners. Knowing some of those basic differences, you
will know what to expect and what is expected of you. Remember, the
Japanese dont like aggressive negotiations and they make big decisions
based on a company consensus so be patient and respectful of this cultural
requirement. Earning the trust of your Japanese counterparts by following
the above DOs and DONTs will be extremely beneficial to the future success
of your business in Japan.
Even though a CEO has great authority, he/she will require that all key
management be involved in the negotiations. This is because he/she
still needs to gain a consensus from the group.
Multiple meetings may seem like a waste of time, but in each meeting,
you need convince or reassure all the players that your proposal is
valid.
Appreciate that this is their way of protecting the company and being sure
the right decisions and agreements are made.
he/she would be the Senpai. However, if the new hire was significantly older,
his/her age would demand a certain amount of status and respect.
In schools, the Senpai-Kouhai relationship is particularly evident in
sports teams and clubs. The younger, Kouhai students are expected to do all
menial tasks, serve and cater to the needs of their Senpai, and use honorific
language at all times.
What makes the Senpai-Kouhai relationship unique is that these
relationships extend beyond places of business and remain a part of how
people relate to each other in other aspects of their lives. A Kouhai respects
and obeys his/her Senpai, not only in a business setting, but also in the
social arena as well.
Even if the original context in which the Senpai and Kohai meet is no
longer relevant, the respect remains for as long as the two individuals know
each other. Years later, for example, a Kouhai continues to call the senior
members of his high school baseball team Senpai and remains deferential
in their presence regardless of the fact that they have long since
graduated and are no longer members of the same team.
Sensitivity to the Senpai-Kouhai relationship is very important in
Japanese society. Although there is not as high an expectation for
foreigners to understand and abide by the rules of the Senpai-Kouhai
relationship, it is important, and beneficial, to have an awareness of the
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kacho and a few of their staff out for a night of dinner and drinks.
Chukaisha The Middle Man/Woman
Not an official title, but an important role, nonetheless. The Chukaisha
is chosen because of their knowledge, position of trust, and impartiality to
both parties in a negotiation. A mediator and a diplomat of sorts, the
chukaisha helps establish and develop a relationship between two companies
or groups. They often play a major role in situations of sensitivity and
conflict as well.
Speaking Japanese
Naturally, Japanese language ability is a huge benefit when doing
business in Japan. That said, English is becoming more prominent among
the Japanese. A lack of total fluency in Japanese is not always an obstacle to
doing business. I sat down with two successful entrepreneurs in Japan. Brian
Tannura, CEO of Market Pioneer Japan and Terrie Lloyd, CEO of LINC Media
revealed.
Brian Tannura explains that a knack for being able to creatively explain
a point with visual aids is more important than being able to speak
Japanese. He says that one must approach doing business in Japan by being
open and available.
For people who are decision makers, who you obviously want to be
dealing with, a lack of language is not going to be the deciding point.
You cant be an idiot and go in with pictures and not be able to explain,
but you have to think creatively of a way to explain what you want to
sell and have the numbers.
You can explain it in a way that makes sense, even without a lot of
language. A decision maker is not going to let that stop them from
understanding and deciding.
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Its more the demeanor. If you are actually open and can say, Hello or
something in your demeanor that expresses an actual openness and
interest, that will get you over that hurdle. I found that thats not
different in Japan.
The other aspect with language is that pictures go across languages. I
was always sure to have at least a simple, not a high gloss or fancy
catalog, but at least a visual picture saying this is what I want to do
with you. The combination of that, a bit of sincerity, and a bit of
language would get you in the door.
Brian Tannura, CEO of Market Pioneer Japan
Osewa ni narimasu - I thank you, in advance, for all your help. This
is also another routine phrase that implies gratitude. It is different to
Yoroshiku onegaishimasu in that it subtly implies a more casual
business relationship and might be used in the case where gratitude
for a business relationship exists, but there is no specific business
objective at the time.
Challenges in Communication
No one likes to be misunderstood. In business situations, being
misunderstood can make the difference between the success or failure of
your projects. The way Asian and Western cultures communicate is
vastly different and sometimes conflicting. Thus, there is a higher risk
of misunderstanding and being misunderstood when dealing with Japanese
business people. The more prepared you are for these differences, the more
smoothly and positively your relationship with your Japanese clients and
colleagues will develop.
Eye Contact
In Western cultures, eye contact is a very important way of establishing
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Maybe, most likely means no. Again, look for non-verbal cues
that accompany the words they say.
When doing business in Japan, the ability to be perceptive is a
strong attribute. The Japanese frequently use body language and indirect
talk so paying close attention is one of the only ways to tell if your offer is
being rejected. Watch their faces, body posture, and breathing to tell if they
are dissatisfied. If you are uncertain as to what they are trying to say,
politely ask them is what you have offered is unacceptable. If you are fairly
certain they are politely saying no, consider a new offer.
home.
To avoid giving the wrong impression in social situations in Japan it is
important to be aware of the etiquette and how you are behaving. The
Japanese culture is rather formal and polite. Be sure you know how to
greet another person, conduct yourself during formal and informal meetings,
and behave in social situations such as meals and visits to anothers home.
These etiquette points will help you be more respected and respectful in
Japanese culture.
travel. Suica or Pasmo cards are available to purchase for 500yen. You
can add money to the card at ticket-purchasing machines in the
stations. Simply tap the card onto the Suica icon as you pass through
the gate and the train fare will automatically be deducted. The cards
can be used for all trains, subways, most buses, and recently for
station lockers and convenient stores.
To exit a packed train car: Begin preparing to exit before the train
comes to a full stop. Once it stops, start pushing towards the exit
saying, Sumimasen. Orimasu! (Excuse me! I need to get off!)
When traveling by train, know ahead of time the exit number or name
of the station to which you are traveling. The major stations are
enormous, and going out the wrong exit can lead you far away from
your destination.
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Most taxi drivers do not speak English. Know and write down
(preferably in Japanese) the address of your destination. If you have a
written address the driver can simply enter the address into his/her
navigation system.
especially to newcomers. In Japan, the best way to ensure that you arrive
on time to the right location is to give yourself an excess of time and know
where you are going and how to get there. Use interactive maps and
transportation websites before attempting to use public transportation.
When all else fails, have cab fair and the address of your destination written
down in Japanese.
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Japan is the second largest economy in the world, after the United
States.
Japan has one of the lowest homicide crime rates in the world,
despite being one of the most densely populated countries. According
to the most recent statistics, Japan had 0.50 homicides per 100,000
people compared to 5.7 per 100,000 people in the United States.
and cigarettes.
You dont have to tip in Japan. However, be aware that certain bars
and restaurants, may bill you a table charge or what is sometimes
also called otoushi.
Japanese ATMs are not open 24 hours. Bank ATMs often close
around 7pm - 9pm on weekdays, sometimes as early as 5pm on
weekends. Convenience store ATMs sometimes dispense cash at all
hours, but often depends on the card.
metropolitan areas.
Even though visiting a new country and starting a business can be
intimidating, it is important to remember that Japan is open to foreign
business. They are accepting of Westerners, especially those who know a
little about the country, the culture, and its business practices.
Good Luck!
Japan is an interesting and innovative country. While the practices of
negotiation and decision making may be very different than Western
business standards, it is important to remember that Japanese business
people are like any other business person: they just want what is right for
their company. By being aware of the cultural communication style and
etiquette you will be able to approach doing business in Japan with more
knowledge as to what is acceptable and appreciated. Remember its not
essential to be fluent in Japanese, but be prepared to explain your point
creatively and when travelling to your destination in Tokyo, give yourself
plenty of time. Lastly, enjoy the experience of doing business in Japan.
Think of it as an adventure!
Whether you are already doing business in Japan, or considering
starting a business in Japan, check out Kaori-san. Remember, while the
practices of business are different all over the world, the Japanese are open
to starting a business relationship with you.
Ejovi Nuwere
http://www.meetkaori.com/
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