The price of delay
Supporter of unexpected encounters and spontaneous decisions will not be easy to establish contact with Japanese colleagues. The meeting, as well as the schedule by which the meeting will go, must be scheduled in advance. You must provide comprehensive information about the purpose of the visit, the company and the offer you would like to discuss. Thus do not expect that you will receive a prompt response with the date and time of the meeting. It is likely that in response to your letter the second party will ask a number of clarifying questions.
If you’ve got a meeting, come in advance. Even a one minute delay can be perceived by the Japanese owner as a sign of disrespect, and as a result the negotiations and further cooperation will be called into question. Given the collegial approach of the Japanese to the meetings late, you will spend time not just one person, and each member of the group. However, if the delay is still expected, it is better to put notify the other party or to repeatedly apologize to colleagues, explaining the reason for an incident.
The Japanese are so meticulous attitude to detail that plan. For example, during a visit for partners to order personalized pens, book the names of the chairs at the dining table or even to consider the place for each member of the delegation in a group photo.
A nod, or a handshake
Before meeting with the Japanese partners will review the organizational structure of the company. In accordance with Japanese business etiquette, process of welcome is in order of hierarchy — in the first place, it is customary to greet senior, and then with our other colleagues.
From the movie we know that the traditional greeting in Japan is the bow, and the lower it is, the more respect you show to the interlocutor. Do not underestimate colleagues from Japan, they will likely also want to show knowledge of your culture. Not to get into a ridiculous situation, when Japanese supplies, but you do bow to, give the initiative of greeting, and then make a reciprocal gesture.
It is also important to know that in the business community, the Japanese call each other by name. The names they are used only when communicating very close relatives or friends. Sometimes it is even so that the spouses in the family call each other by name, thus expressing respect and honor for the other half. At the same time, addressing a colleague, use the name suffix “San”. This is an additional form of politeness, which can be translated as “esteemed”. Interpretation of the meaning of the suffix “San” meaning close in Russia to trading by the name and patronymic of the interlocutor. In addition, “San” would be appropriate to sound after the reference to the company expressing your reverence for its activities.
A personal acquaintance of potential business partners is to begin with the exchange of business cards. They must contain the name, position, company and contacts. Moreover, if organizations today are increasingly abandoning bilingual business cards, like relic of the past, Japan will treat them positively. Japanese data will mean that you are seriously focused on cooperation and presence in the Japan market.
In the Japanese corporate tradition of the business card is “person”, so the quality of the business cards should be as high as possible, and should be treated very carefully. If you hand the man crumpled, dirty business card (albeit with an apology), his opinion of you may initially be underestimated. However, even if you came to a meeting without business cards, you always have the opportunity to justify their position as care for nature. However, in this case, it is necessary to leave a small gift with your company logo.
Another attribute, without which it is impossible to imagine negotiations, brochures about the company. Present organization with the help of visual materials. Goals, objectives, mission of the company, history of its Foundation, the portfolio of solutions or products, brand philosophy, business processes, geographical presence, Analytics of competitors — be ready to anticipate any question. Armed with the information to the teeth and dividing the roles in advance with colleagues who will participate in the meeting, you will make a good impression on Asian counterparts.
Pay special attention to the figures. The Japanese are very fond of, when in the presentation have graphs and accurate data — this makes a great impression on them. The perfect proposal combines the analysis of the benefits, which will give partners the cooperation with you. And the more you show understanding of the principles of the interlocutors, the higher their credibility. Strong visual images, supported by Analytics, will help consolidate the positive impression.
Never say never
In negotiations it is important to remember that the Japanese language is inherent in associative and allegorical. For example, the answer “Yes” to the offer may mean more consent to discuss it or just be due to the fact that the proposal heard.
On the contrary, to hear “no” will be difficult. The Japanese will avoid direct refusal and to answer evasively that they need to think the situation is quite complicated, etc. In Japan, avoiding conflict situations, I believe that the person is losing face. So it can humiliate and insult, so during the negotiations should be careful with the words “no”, “never” and other similar. For building relationships it is important to maintain harmony and goodwill in communication.
Slowly but surely
Do not insist on a definite or immediate answer, because in Japanese organizations, as a rule, the decision is not one person. All questions are mandatory are discussed collectively. Often according to their results it is possible to offer to continue the dialogue, but with other members of the team. Be ready also to tell them about you and your goals.
Japanese colleagues will ask many specific questions. It is extremely important to anticipate them and prepare the answers for your opponents you are the face of the company and, therefore, occupy a high position, therefore, you should know all about your organization. Therefore, if for certain questions the company comply with the different professionals, take them to the meeting.
Time to go to the restaurant
After long and detailed negotiations, spend the evening with Japanese colleagues in an informal setting. Often this step is key in making the final decision. It is believed that such an atmosphere will contribute to the resolution of conflicts, and also allows you to freely Express a position on controversial issues. In Japanese business circles, the refusal to meet at the restaurant can be perceived as a sign of disrespect or doubt of the possibility of cooperation. Going for dinner, remember that pays for the evening was the initiator of it. Another point: often, before the Russian side the question is — to eat at the restaurant with chopsticks or not? If you know how to use them — please. If not — do not show tampering, and ask the restaurant Cutlery.