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Transcript of Japan
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The Japanese negotiation style
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Dos and don’tsThe Wabusiness culture
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Dos and don’tsbusiness cultureNegotiators
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The Wabusiness cultureConclusions
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Hofstede dimensions
Dos and don’tsThe Wabusiness culture
Power distance Individualism Masculinity Uncertainty avoidance
Long-term orientation
5446
95 9280
90
3042
90
JapanRomania
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Dos and don’tsThe Wabusiness culture
• The japanese are somewhat hierarchical
• Not as much as other Asian cultures
• Slow decision making
• Meritocratic society
Power distance = 54
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Dos and don’tsThe Wabusiness culture
• The harmony of the group stands above individual needs
• Strong sense of shame and of losing face
• Japanese are seen as collectivistic by Western standards and individualistic by Asian standards
Individualism = 46
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Dos and don’tsThe Wabusiness culture
• Severe competition between groups
• Drive for excellence and performance
• Japanese are notorious for their workaholism
• It is still hard for women to climb the corporate ladder
Masculinity = 95
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Dos and don’tsThe Wabusiness culture
• One of the most uncertainty avoiding cultures on Earth
• In Japan, anything you do is prescribed with maximum predictability
• Etiquette books describe what people should wear and how they should behave at special events
• Changes are difficult to realize
Uncertainty avoidance = 92
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Dos and don’tsThe Wabusiness culture
• The Japanese see their lives as a very short moment in the history of mankind
• High rate of investment in R&D
• Priority to steady growth rather than quarterly results
• Companies are here to serve society for many generations to come, not for short-term profits
Long-term orientation = 80
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Dos and don’tsbusiness cultureNegotiators
1. Establishing a personal relationship is crucial
• It’s a good idea to get to know the Japanese negotiator beforehand
• Meet him/her for dinner or other events
• Relationships are core assets
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Dos and don’tsbusiness cultureNegotiators
2. Avoid lawyers as negotiators
• The Japanese mistrust a negotiator that pushes for the advantage of one side rather than for a fruitful cooperation
• They see lawyers as outsiders
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Dos and don’tsbusiness cultureNegotiators
3. Speak clearly and avoid idioms
• Language barriers
• The use of a basic vocabulary is advised
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Dos and don’tsbusiness cultureNegotiators
4. Explain ideas several different ways
• They will not tell you if they don’t understand
• Ask the negotiator what he/she likes or dislikes about the proposal
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Dos and don’tsbusiness cultureNegotiators
5. Avoid addressing the Japanese as “you”
• In the Japanese language, “you” is rarely used
• Example: Mr. Tanaka or Mitsubishi instead of you and your company
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Dos and don’tsbusiness cultureNegotiators
6. Indirect no
• The Japanese will avoid saying NO directly
• Look for more subtle signs
• Avoid direct NOs yourself
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Dos and don’tsbusiness cultureNegotiators
“The Japanese rollercoaster”
initial phase
point of acceptance
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Relationships are extremely important
The Japanese are very competitive (success is important)
They will try to avoid uncertainty whenever possible (hence the rigid rules and procedures)
The emphasis is on long-term value and cooperation
business cultureThe WaConclusions