Fred Taylor
Doing Business in Japan: Communicating with the Japanese
Before we Begin… About Me –
Fred Taylor
Trade and Investment Development Officer at JETRO Sydney
Business-level Japanese
Lived in Japan for 2.5 years in Osaka and Tokyo
Studied in Japan at Kansai Gaidai
University
Work experience at Austrade
Osaka, Mercedes Benz Japan
www.fredtaylor.com.au
www.sushifile.com
Before we Begin… Living and working in Japan 101
You are not expected to turn Japanese!
Before we Begin… Living and working in Japan 101
You are not expected to turn Japanese!
Just keep in mind the ‘how’ and
‘why’
when doing business in
Japan.
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
The Japanese Mindset
- Group mentality
- Individuality in Japan
- Tatemae
and Honne
- Harmony with Wa
The Japanese Mindset: Group Mentality
The Japanese Mindset: Group Mentality
Japan has a strong group orientation.
The Japanese Mindset: Group Mentality
Japan has a strong group orientation.
• Identity from group affiliations
The Japanese Mindset: Group Mentality
Japan has a strong group orientation.
• Identity from group affiliations
• Company first; individual second
The Japanese Mindset: Group Mentality
Japan has a strong group orientation.
• Identity from group affiliations
• Company first; individual second
• Consensus decision making
The Japanese Mindset: Group Mentality
郷に入れば郷に従えごう ごう したがえ
When in Rome, do as the Romans do.
The (New) Japanese Mindset: The Individual
The (New) Japanese Mindset: The Individual
There is
an ‘I’
in ‘Team’
The (New) Japanese Mindset: The Individual
There is
an ‘I’
in ‘Team’
• Greater emphasis being placed on the individual
The (New) Japanese Mindset: The Individual
There is
an ‘I’
in ‘Team’
• Greater emphasis being placed on the individual
• Emergence of ‘new-wave’
Japanese business figures
The Japanese Mindset: Tatemae and Honne
The Japanese Mindset: Tatemae and Honne
Japanese often make a distinction between their true feeling (honne)...
The Japanese Mindset: Tatemae and Honne
Japanese often make a distinction between their true feeling (honne)...
With what they know is the appropriate thing to say in public (tatemae).
The Japanese Mindset: Tatemae
Yes, we’ll think it over…
The Japanese Mindset: Honne
Yes, we’ll think it over…
Forget it!
The Japanese Mindset: Tatemae and Honne
Don’t interpret the use of tatemae
as “two-faced.”
The Japanese Mindset: Tatemae and Honne
Don’t interpret the use of tatemae
as “two-faced.”
It is simply used to maintain harmony.
Tatemae
or Honne? You need to read
between
the lines.
The Japanese Mindset: Harmony
The Japanese Mindset: Harmony
The Japanese Mindset: Harmony
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
Starting Out
- Introductions
- Bowing
- Women in the Workplace
Introductions
IntroductionsFirst impressions are important
in Japan.
In The Workplace: Introductions
IntroductionsFirst impressions are important
in Japan.
• Most senior person introduced first
In The Workplace: Introductions
IntroductionsFirst impressions are important
in Japan.
• Most senior person introduced first
• Business card given (and received) with both hands
In The Workplace: Introductions
IntroductionsFirst impressions are important
in Japan.
• Most senior person introduced first
• Business card given (and received) with both hands
• English-side up if card is bi-lingual
In The Workplace: Introductions
Introductions
In The Workplace: Introductions
The business card is considered an extension of that person –
take good care of it.
In The Workplace: Bowing
In The Workplace: Bowing
There are two types of bows in Japan:
In The Workplace: Bowing
There are two types of bows in Japan:
• 1. A formal, deeper bow –
used in business
In The Workplace: Bowing
There are two types of bows in Japan:
• 1. A formal, deeper bow
• 2. A more casual bow
In The Workplace: Bowing
Men –
Arms at your sides
In The Workplace: Bowing
Men –
Arms at your sides
Women –
Hands crossed below the stomach
In The Workplace: Bowing
Keep your back straight.
Break eye contact. Focus on the floor.
Pause. Don’t bob up and down.
In The Workplace: Bowing
Don’t worry if it’s not perfect!
Remember, bowing is the Japanese equivalent of a handshake. First impressions last.
But keep in mind that Japanese may try to shake your hand instead of bowing.
In The Workplace: Women in Japan
Traditionally Japanese women functioned as “office ladies”.
In The Workplace: Women in Japan
However women in higher roles are now much more common.
In The Workplace: Women in Japan
Japanese businessmen now know must deal with foreign business
that they women.
In The Workplace: Women in Japan
However be wary that some old world attitudes may still exist.
In The Workplace: Women in Japan
In terms of dress, conservative attire is appropriate.
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
The Office Environment
- Hierarchy
- The concept of ‘face’
- Being humble
In The Workplace: Hierarchy
In The Workplace: Hierarchy
Understanding hierarchical relationships is essential in Japanese business.
In The Workplace: Hierarchy
Understanding hierarchical relationships is essential in Japanese business.
•
Company Hierarchy –
Presidents, Managers, Subordinates
In The Workplace: Hierarchy
Understanding hierarchical relationships is essential in Japanese business.
•
Company Hierarchy –
Presidents, Managers, Subordinates
President
/ 社長
Managers
/ 部長
Subordinates
/ さん
In The Workplace: Hierarchy
Understanding hierarchical relationships is essential in Japanese business.
•
Company Hierarchy –
Presidents, Managers, Subordinates
•
Customer Hierarchy –
The customer is god
In The Workplace: Hierarchy
Understanding hierarchical relationships is essential in Japanese business.
•
Company Hierarchy –
Presidents, Managers, Subordinates
•
Customer Hierarchy –
The customer is god Customer
/ お客様
Company
In The Workplace: Hierarchy
Complicit with hierarchy is that of titles: The title you use for people differs with their position.
In The Workplace: The Concept of ‘Face’
‘Saving face’
is an important concept in Japan.
It involves the tendency to avoid embarrassing situations.
In The Workplace: The Concept of ‘Face’
‘Saving face’
is an important concept in Japan.
•
Eg. Bringing up new information your manager is not aware of in a meeting
It involves the tendency to avoid embarrassing situations.
In The Workplace: The Concept of ‘Face’
‘Saving face’
is an important concept in Japan.
•
Eg. Bringing up new information your manager is not aware of in a meeting
• Berating someone in public
It involves the tendency to avoid embarrassing situations.
In The Workplace: The Concept of ‘Face’
Because of loss of face, public confrontation
should be
avoided at all costs in Japan.
Why?
Remember that…..
The Japanese Mindset: Harmony
In The Workplace: Being Humble
In The Workplace: Being Humble
Showing modesty is a means of expressing respect
in Japan.
In The Workplace: Being Humble
Showing modesty is a means of expressing respect
in Japan.
つまらない物ですが。。。
When giving a gift, Japanese will say….
In The Workplace: Being Humble
Showing modesty is a means of expressing respect
in Japan.
つまらない物ですが。。。
When giving a gift, Japanese will say….
This gift is a little boring, but…
In The Workplace: Being Humble
When someone belittles their own skills or possessions, you should never act as if you believe them.
In The Workplace: Being Humble
When someone belittles their own skills or possessions, you should never act as if you believe them.
Instead, take their comments at face value and insist it is not true.
In The Workplace: Being Humble
Being humble is important in Japan. Humility maintains group cohesion.
In The Workplace: Being Humble
Being humble is important in Japan. Humility maintains group cohesion.
A popular Japanese saying for those who break from tradition is:
出る杭は打たれるで くい う
In The Workplace: Being Humble
Being humble is important in Japan. Humility maintains group cohesion.
A popular Japanese saying for those who break from tradition is:
出る杭は打たれるで くい う
The nail that stands out gets hammered down.
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
Communication
- Meetings
- Telephone and Email
- Negotiations
- Gestures and Non-Verbal communication
Meetings
In The Workplace: Meetings
Meetings are held regularly in Japan to establish group cohesiveness. Meetings
In The Workplace: Meetings
Meetings are held regularly in Japan to establish group cohesiveness.
They are used to instill in the team confidence, trust and commitment.
Meetings
In The Workplace: Meetings
Meetings in Japan occur frequently, and may appear to have little meaning
or outcome.
Agenda?
In The Workplace: Meetings
Meetings in Japan occur frequently, and may appear to have little meaning
or outcome.
Agenda?
Sometimes the real purpose of an internal meeting is about creating harmony
in the office.
In The Workplace: Meetings
Further, topics discussed in meetings have often already been decided upon beforehand.
In The Workplace: Meetings
Further, topics discussed in meetings have often already been decided upon beforehand.
This is known as nemawashi
– where everyone informally
discusses a proposal and gives their input before the meeting.
In The Workplace: Telephone and Email
In The Workplace: Telephone and Email
Telephone and E-mail are widely accepted forms of communication in business Japan.
In The Workplace: Telephone and Email
Telephone and E-mail are widely accepted forms of communication in business Japan.
Politeness and correct form are essential for both.
In The Workplace: Building Relationships
In The Workplace: Building Relationships
Even with email, face-to-face communication is an essential part of Japanese business.
In The Workplace: Building Relationships
Even with email, face-to-face communication is an essential part of Japanese business.
A business transaction can’t be finalized unless there is trust.
In The Workplace: Building Relationships
Even with email, face-to-face communication is an essential part of Japanese business.
A business transaction can’t be finalized unless there is trust.
This trust must be built over time.
In The Workplace: Negotiation
In The Workplace: Negotiation
Firstly, the seating layout
in a business meeting offers strong hints on seniority.
In The Workplace: Negotiation
Firstly, the seating layout
in a business meeting offers strong hints on seniority.
Highest Ranked (Farthest from the door)
In The Workplace: Negotiation
Firstly, the seating layout
in a business meeting offers strong hints on seniority.
Highest Ranked (Farthest from the door)
Lowest Ranked (Closest to the Door)
In The Workplace: Negotiation
Talks in Japan usually proceed slowly. This is essential in relationship building.
In The Workplace: Negotiation
Talks in Japan usually proceed slowly. This is essential in relationship building.
When negotiating with the Japanese, take your time
and be thorough.
At the first meeting and perhaps even the first few meetings, the Japanese will not
be
interested in talking much about business.
They will be more concerned with getting to know you. Topics may focus on weather, events, or even sport.
In The Workplace: Negotiation Tips
The best route to successful negotiations in Japan is to prepare, prepare, prepare!
(And turn off your phone!)
In The Workplace: Negotiation Tips
Don’t be too outspoken• When in doubt, speak cautiously
In The Workplace: Negotiation Tips
Don’t be too aggressive
Don’t be too outspoken• When in doubt, speak cautiously
•
Forcing an answer out of the other party is often meaningless
In The Workplace: Negotiation Tips
Don’t be too aggressive
Don’t be too outspoken
Don’t worry about the silence
• When in doubt, speak cautiously
•
Forcing an answer out of the other party is often meaningless
•
Japanese will be silent in business negotiations. Avoid the impulse to break the silence with a comment
In The Workplace: Nonverbal Communication
Japanese will sometimes choose implicit, nonverbal communication
over explicit,
verbal communication.
In The Workplace: Nonverbal Communication
Japanese will sometimes choose implicit, nonverbal communication
over explicit,
verbal communication.
In The Workplace: Nonverbal Communication
Expressing oneself nonverbally is considered more subtle
and
considerate.
In The Workplace: Nonverbal Communication
But it means you must be able to ‘read’
your counterpart!
?
In The Workplace: Nonverbal Communication
Come Here!
Examples –
Source: “70 Japanese Gestures”
In The Workplace: Nonverbal Communication
Come Here!
Examples –
Source: “70 Japanese Gestures”
Shall we eat?
In The Workplace: Nonverbal Communication
Come Here!
Examples –
Source: “70 Japanese Gestures”
Shall we eat?
Wait a moment
In The Workplace….
The Japanese Mindset
Starting Out
The Office Environment
Communication
After Hours
In The Workplace….
After Hours
- Working Late
- The Concept of Dedication
- Nomunication
In The Workplace: Working Late
The best route to successful negotiations in Japan is to prepare, prepare, prepare!
It is common in Japan for staff to stay and work well past five o’clock
–
even up to midnight!
In The Workplace: Working Late
The best route to successful negotiations in Japan is to prepare, prepare, prepare!
Working late signifies ‘dedication’
to the company, and Japanese feel it will be a burden to leave whilst others are still working.
In The Workplace: Dedication
The concept of gaman, or perseverance in Japan is highly valued. Your effort will be noteworthy.
In The Workplace: Dedication
You can win the respect of your colleagues if you show steadfast dedication
to your goals.
In The Workplace: Nomunication
Nomunication
(‘nomu’
being to drink; mixed with the English ‘communication’) is an important social & business activity in Japan.
In The Workplace: Nomunication
Done with both colleagues and clients (but not together), the idea is to get to know each other outside of the office, establish trust
and form some personal ties.
Nomunication
will reveal volumes about your colleagues, and forge stronger relationships.
In The Workplace: Sources (and Recommended Reading)
“Getting Closer to Japan”
Series –
ASK Co Ltd. Japan
“Culture Shock! Success Secrets to Maximize Business in Japan”
–
Carin
Holroyd
& Ken Coates; Times Books International
“Communicating with Japanese in Business”
–
JETRO
“70 Japanese Gestures”
–
Hamiru
Aqui; Stonebridge Press
Thank you, and good luck! Questions? [email protected]
| www.fredtaylor.com.au