The Japanese negotiation         style
business cultureThe and don’ts    WaDos
business cultureNegotiatorsDos and don’ts
business cultureThe WaConclusions
business cultureThe and don’tsDos Wa                         Hofstede dimensions        90                     95         ...
business cultureThe and don’tsDos Wa Power distance = 54 •   The japanese are somewhat hierarchical •   Not as much as oth...
business cultureThe and don’tsDos Wa Individualism = 46 •   The harmony of the group stands above individual     needs •  ...
business cultureThe and don’tsDos Wa Masculinity = 95 •   Severe competition between groups •   Drive for excellence and p...
business cultureThe and don’tsDos Wa Uncertainty avoidance = 92 •   One of the most uncertainty avoiding cultures on Earth...
business cultureThe and don’tsDos Wa Long-term orientation = 80 •   The Japanese see their lives as a very short moment in...
business cultureNegotiatorsDos and don’ts 1. Establishing a personal relationship is crucial • It’s a good idea to get to ...
business cultureNegotiatorsDos and don’ts 2. Avoid lawyers as negotiators • The Japanese mistrust a negotiator that pushes...
business cultureNegotiatorsDos and don’ts 3. Speak clearly and avoid idioms • Language barriers • The use of a basic vocab...
business cultureNegotiatorsDos and don’ts 4. Explain ideas several different ways • They will not tell you if they don’t u...
business cultureNegotiatorsDos and don’ts 5. Avoid addressing the Japanese as “you” • In the Japanese language, “you” is r...
business cultureNegotiatorsDos and don’ts 6. Indirect no • The Japanese will avoid saying NO directly • Look for more subt...
business cultureNegotiatorsDos and don’ts                point of acceptanceinitialphase          “The Japanese rollercoas...
business cultureThe WaConclusions         Relationships are extremely important     The Japanese are very competitive (suc...
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Japan

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A short summary of the business culture and negotiating styles prevailing in Japan.

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Japan

  1. 1. The Japanese negotiation style
  2. 2. business cultureThe and don’ts WaDos
  3. 3. business cultureNegotiatorsDos and don’ts
  4. 4. business cultureThe WaConclusions
  5. 5. business cultureThe and don’tsDos Wa Hofstede dimensions 90 95 92 90 80 54 46 42 Japan 30 RomaniaPower distance Individualism Masculinity Uncertainty Long-term avoidance orientation
  6. 6. business cultureThe and don’tsDos Wa Power distance = 54 • The japanese are somewhat hierarchical • Not as much as other Asian cultures • Slow decision making • Meritocratic society
  7. 7. business cultureThe and don’tsDos Wa Individualism = 46 • 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
  8. 8. business cultureThe and don’tsDos Wa Masculinity = 95 • 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
  9. 9. business cultureThe and don’tsDos Wa Uncertainty avoidance = 92 • 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
  10. 10. business cultureThe and don’tsDos Wa Long-term orientation = 80 • 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
  11. 11. business cultureNegotiatorsDos and don’ts 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
  12. 12. business cultureNegotiatorsDos and don’ts 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
  13. 13. business cultureNegotiatorsDos and don’ts 3. Speak clearly and avoid idioms • Language barriers • The use of a basic vocabulary is advised
  14. 14. business cultureNegotiatorsDos and don’ts 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
  15. 15. business cultureNegotiatorsDos and don’ts 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
  16. 16. business cultureNegotiatorsDos and don’ts 6. Indirect no • The Japanese will avoid saying NO directly • Look for more subtle signs • Avoid direct NOs yourself
  17. 17. business cultureNegotiatorsDos and don’ts point of acceptanceinitialphase “The Japanese rollercoaster”
  18. 18. business cultureThe WaConclusions 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

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