Page 3 - Doing business in Japan - Learn to speak Japanese and the business etiquette
Doing Business in Japan - Communication
The emphasis in Japanese culture on maintaining
harmony has developed in such a way as to allow very vague forms of
expression. The cultural logic behind this is that by avoiding
direct or explicit statements one has a better chance of not
causing offense.
When doing business in Japan you must make an effort to clarify meanings and dig deeper for more information. The Japanese are implicit communicators. An explicit communicator assumes the listener is unaware of background information or related issues to the topic of discussion and provides it themselves. The Japanese however assume the listener is well informed on the subject and minimises information relayed on the premise that listener will understand from implication.
Doing Business in Japan - Meetings and
Negotiations
At a meeting you will always deal with a team as opposed to an
individual - this is key to understanding Japanese culture. Each
attendee will be there with a particular expertise so either bring
assistance or be sure you are confident enough to handle all the
questions you will receive, again, preparation is key.
Generally, you will greet the most senior employee first and
then others in descending order. The senior employee will be there
as a ceremonial representative of the company. The lesser ranking
attendees will usually do the talking or negotiating. Meetings
usually take place for only one of three reasons:
to build rapport,
exchange information
confirm previously made decisions
Decisions are rarely made in a
meeting....
If rapport has yet to be established then this is your priority. It
is important not only to build relationships with all the senior
figures but all lower ranked ones too. Remember Japanese group
consensus is important so the opinions of all staff will be taken
into account when coming to a decision on any proposal. The key
point to remember here is that you need to carefully plan your
relationships in Japan, and you need to understand your
relationships. You need to be aware, that relationships in Japan
are seldom defined by legal contracts alone, you need to work on
your relationships and take care of them.
The Japanese are very detail orientated. Expect lots of questions and lots of questions repeated in different ways. Be sure to have the answers as the failure to do so will look unprofessional. Be sure to bring as much information as possible, in writing, on your company, service, product or proposal.
The Japanese like dealing with quiet, sincere and compromising individuals. Extroverts are seen as brash and arrogant. Early on in negotiations remain humble, indirect and non-threatening. Do not disagree openly, do not put people on the spot and always employ diplomatic language when doing business. Be sure to hold off concessions till the end of proceedings. If made early your integrity will be questioned.
Silence is considered a virtue. If things go quiet when doing business in a meeting then do not panic. Reflection is taking place. Silence may be also be accompanied by the closing of the eyes. Never interrupt or break the silence.
