Here are 20 Keys to Negotiate When You Business With Japan
Much of the success in a negotiation lies in knowing the other party perfectly, and in the case of the Japanese, their culture means that we must break many clichés about the negotiation. Therefore, below, Mysuccessstartup provides 20 keys on three very important aspects during a negotiation.
Relationships With Customers
The Japanese are characterized by being reserved. In a meeting, issue only official comments, and avoid personal opinions and feelings. Only when a good relationship is achieved, the emotional side of the partners is known.
Some of the reasons why the Japanese remain silent during the business meetings are the following: poor ability to speak in English (even though many of them have a good command of this language); consider it wrong to interrupt; They are committed to providing reliable and complete information (they believe that this takes time and is not feasible during a meeting).
Criticism and Problem Solving
Generally, when a Japanese has a criticism, whether positive or negative, he seeks an indirect and private way to issue it, considering that by acting in this way, they demonstrate their professionalism, maintain organizational harmony and avoid confrontations or loss of prestige. Sometimes they turn to an intermediary to convey these observations. In addition, the aspects of being improved are more critical than opinions and compliments, even when the strengths are considerable.
As in the decision-making stage, the problem-solving stage is also characterized by being slow; Because all the people involved are involved, it is analyzed and discussed in a group way.
For the Japanese to participate comfortably and actively in meetings, it is recommended when you do Business With Japan:
1. Demonstrate the effort to meet the demands, even if the orders are impossible. This is a way to show commitment.
2. Avoid responding negatively to any request immediately after it has been made. Respond to the negative message using a positive form so as not to harm the relationship.
3. Understand the origin of customer requests. It may be that there is a fundamental reason that nobody analyzed it because it was assumed to be noticeable.
4. Think of customer satisfaction as a strategic component of the business 5. If you decide not to access the client’s request, try alternatives and leave the customer abandoned. 6. Send a relevant plan and information well in advance.
7. Invite the participants to express their opinions, taking care of the hierarchical aspect.
8. Wait patiently for the answer to a question asked, not pressing an immediate response.
9. Check the balance of participation: invite each person to express their opinion or idea. 10. Record the main ideas expressed in the meeting.
11. Clarify the objectives and expectations before and at the beginning of the meeting.
12. Be sure to confirm agreements and define the immediate agenda.
13. Confirm the results of the meeting via email, fax, or another mechanism.
14. Provide confidence to receive criticism and be prepared to accept criticism indirectly.
15. Pay attention to who, when, and where you ask for criticism.
16. Don’t consider the criticism of the Japanese with a negative attitude.
17. Wait patiently for constructive criticism that is issued after general criticism.
18. Consider that problem solving involves more people and takes time.
19. Respond quickly to Japanese requests for help or information in situations that involve customers; Contact them and inform them about the deadlines in which you will send the information.
20. Identify with your counterpart in Japan mechanisms for effective communication