Negotiations
Training
In the
Land of the Rising Sun:
Negotiating with
Japanese Counterparts
Over the past
fifty years, the United States and Japan have become highly accustomed
to doing business with each other. Japanese consumer products, automobiles
and industrial products are household names used by millions of
people every day. American culture and products are highly popular
in Japan as locals, similar to other countries, are obsessed with
all things American. With those growth in cooperation
and business dealings comes
a need to have a greater understanding on how to negotiate with
the Japanese. Oftentimes, these negotiations will take place in
Japan where traditional
customs and rituals are highly valued.
In order to
ensure your negotiations
are a success, it is important to know those particular characteristics
that make negotiations in Japan very different than those that take
place in other countries. Listed below are several important pointers
to keep in mind when negotiations are conducted in the land of the
rising sun:
* Don't
Rush the Process - Japanese businessmen do not follow the same
frenetic pace as many do in the United States. Negotiations may
very well take longer than many American businessmen are accustomed
to. High pressure tactics and insistent pushes for faster negotiations
will backfire. Being too aggressive can lead to a loss of trust
and damaged relationships. In some situations, Japanese negotiators
may simply call off discussions and walk away from the
negotiation table. Patience and caution are highly recommended
during discussions.
* Preparation
is Crucial - Many Japanese businessmen view American businessmen
as unprepared at the negotiation table. Preparation is always important
in any negotiation. This is a
cardinal rule. However, following this rule is even more important
as the other party will certainly have done their due diligence
in preparing for any discussions.
* Think of the
Long-Term - In general, negotiations
should always focus on long-term
relationships and how two parties will be able to conduct business
not only in the present but also in the future. Initial discussions
often focus on understanding whether two organizations will be compatible
during future business dealings. Make the first negotiation truly
count as a mutually
beneficial outcome will lead to rewards in the future.
* Allow Time
for the Relationship to Develop - Japanese businessmen are strong
believers in developing
a relationship. This will become evident as visitors are often
greeted with dinners and other gatherings designed to help build
a bond between both parties. Given the various differences in social
and business etiquette, spending time learning about Japanese
etiquette is time well-spent and recommended.
* Send the Right
Representatives - While women
are not necessarily looked down upon during negotiations, traditionally
discussions are conducted by male representatives of an organization.
* Look for a
Mutually Beneficial Outcome - Japanese businessmen want to foster
that long-term relationship we discussed. Ensure that negotiations
are honest, flexible and cordial so as to seek an outcome that
will please both parties.
To augment this
initial list, purchasing an etiquette book on social and business
customs in Japan is highly recommended.
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