Explore the World of Soft…ids, Adults, Educational/RocelcoInc-ExploreTheWorldOfSoftware-KidsAdultsEducational-Vol2-Shareware.iso/educate/disk006/communic.dat

Text File | 1992-01-19 | 5.9 KB | 140 lines

THE JAPANESE LANGUAGE:
  Written Japanese consists of multiple alphabets,two of
them phonetic (hiragana and katakana) and  kanji (Chinese
characters). The Japanese may choose from these alphabets
in order to project a certain image. For example, since
katakana is used to write foreign words, a katakana brand
name has an image that is not traditionally Japanese. Even
the English alphabet (known as 'romanji') may be used to
convey a modern product image. A name written in hiragana
or kanji positions the product as a traditional or old-
fashioned product.

  Even among Americans who study Japanese in Japan,more
than half quit after one year.  If you want to be taken
seriously,you must dedicate the time necessary to attain
fluency and not be merely a 'makasa bozu'("Three Day Monk").

DEVELOPMENT OF SENSITIVITY:
   You will need to develop cross-cultural sensitivities
and skills that will win confidence. The Japanese may expect
the foreign side to present its position first. They may
remain quiet and noncommittal, waiting for the other side
to make concessions. Silence may be used as a tactic.
Americans may begin repeating themselves because they
cannot accept periods of silence. Negotiations may
be dragged out until the last possible moment in order to
put pressure on the foreigner. [It may be good strategy to
never divulge your real deadline.].
Even if they do not agree with what is being said,they may
appear to go along with it for the moment.They may return to
the subject later with the facts.Or, you may need to bring
the issue up again in a different way at a different time.



NEGOTIATION POINTERS:
  1. Emphasize the building of a long-term relationship.
    The first meeting may not involve ANY discussion of
    business. You may be mistrusted if you press for quick
    decisions. Japanese want time to establish a rapport.
    Introductions take time for an exploration of status.
    Status is based upon age,sex,education, and a person's
    position in the company. Conversation is used as a
    medium of mutual unveiling. Speaking modestly allows
    people to understand where the other fits into the
    hierarchy.

    In America, the main idea is often presented first;
    whereas in Japan the most important idea may be
    shared last.

  2. Be apologetic even if you have done nothing wrong...
    If a question is repeated, answer "I'm sorry I did not
    make myself clear".

  3. Do not criticize competitors or any government.This is
    a place for business,not politics. A Rand Corporation
    study found that fairness disputes between Americans
    and Japanese involve different interpretations of
    "equality of treatment,respect of individual rights,
    and due process" based on different social and
    cultural contexts.

  4. Do not be aggressive or boastful. Japanese avoid
    self-promotion. Modesty is one of their characteristics.

  5 .Do not insult a team member in front of a colleague.

  6 .Do not single out one of their people for credit when
    the project is a group effort. Praise is as
    embarassing to them as criticism. It means they are
    being singled out from the group.

  7. Use a go-between. Do not tell them what you want in
    return for a concession; discreetly let the go-between
    handle this.

  8. Avoid the use of 'Orientals' or 'Orient'. (Use'Asia'
    instead.) Call them ONLY 'Japanese'.

  9. Do not initiate 'pats on the back'. Do not try to
    imitate the bowing ritual (you may look ridiculous).
    Avoid a lot of eye contact. Let the Japanese establish
    the level of formality. Avoid using first names at
    the start.

  10. Speak slowly and stick to the facts. Be careful
    what you say as a verbal commitment may be as binding
    as a written one. Visual aids in a presentation are
    welcome.  Avoid jargon and expressions such as "the
    bottom line" and "the whole enchilada". They like
    analogies and parallels.

  11. Do not constantly change the proposal. Frequent
    changes may imply insincerity on your part.

  12. Avoid the 'hard sell' of yourself or your firm.The
    profit motive may not be a good argument. Other
    considerations are harmony in company,the market, or the
    country; employment for people; growth and increase in
    market share;and the enhanced reputation of the firm.

  13. Write out large numbers. Provide their team
    with printed material about your company in
    advance. You may be required to supply answers
    to precise questions so you may need to bring
    technical people as well as decision makers.
    They will like to collect information.

 14. Do not bring lawyers unless 'they are disguised'.
    Bring men of rank and seniority.
    Do not bring wives and children to meetings.
    (The Japanese believe that Americans tend to prefer
    home life over business life).

  15. In negotioations you must win the confidence of the
    entire group which means that you will need to exercise
    patience. Expect that higher ranking Japanese may enter
    the process after mid-management has completed the
    preliminaries.

  16. Send written memos to confirm what has been agreed
    upon. The CONTRACT is not more binding than this
    agreement. It is merely for Western lawyers.Bringing
    out lawyers too early will make you appear adversarial
    and indicate a lack of trust.
    Japanese do not take a contract as seriously as they
    take a verbal agreement. The contract should be flexible
    enough to cope with unforseen circumstances.

  17.  As a follow up, send thank you letters and include
    informal photographs you may have taken of the meetings
    leading up to the agreement.

  18. Be aware that an ability to use English may not mean
     that the Japanese speaker has digested American culture.
     English may have been acquired in a cultural vacuum and
     Western values may not have been assimilated.