Negotiation Skills for Business, Salary and Debt
How To Negotiate With The Japanese
Japanese managers prepare for their discussions with Western associates by having intensive discussion exercises. The negotiating style, on the other hand, quite often presents problems to European managers. Therefore, this is a popular topic on sales training courses.
This style, says the management consultant and Japan expert Joy Golden, is a result of the extreme cultural and national homogeneity of the Japanese ('Negotiating with the Japanese', in European Business Review, Vol. 91).
Japanese people always start an arbitration with a set collective view; they loathe noisy and fierce negotiations. Their way of solving problems is a slow, quiet and very thoughtful process. A Japanese negotiating partner will never express displeasure or rejection and will never publicly distance themselves from the collective opinion. What is entirely bizarre to the Japanese is the oral negotiating and problem-solving approach (argument + counter-argument = compromise) of the West!
A Japanese negotiating delegation will appear therefore at the initial meeting with a set opinion on fundamental points. You should always expect your negotiating partners to have informed themselves thoroughly about your company, its products and services, its connections and its financial position. Never imagine that you can shift your interlocutors from their standpoint with logical arguments.
The following recommendations apply to the different phases of discussion:
The Opening Phase
The Japanese prefer a gradual and gentle opening to a discussion. Always start off with a non-business, but also non-personal, subject in order to create a relaxed and pleasant atmosphere for discussion. For example, sport is a highly appropriate subject matter.
The Presentation Phase
The business part should start with a short statement: a brief outline of your company's history, a few details about the Japanese company (by doing this you show you have done your homework!), a laudatory review of the superb dealings and relations so far, and an optimistic glance into your future together. Speak slowly here but without emotionalism.
As a next step, give a rough sketch of the negotiating points on the agenda, the negotiating positions up to now and potential problems that will have to be cleared up. Never presume, without checking, that you have been understood during your presentation. Nodding heads, busy note taking or even the presence of an interpreter are no guarantee of this! If you are lucky, misunderstandings will simply delay the negotiations. If the worst happens the contract will be lost.
The Western European understanding of logical argumentation techniques as covered on many sales training courses will not be effective with your Japanese colleagues. Many Japanese have only a limited knowledge of English so ask the interpreter whether any further explanation or detailed exposition is desired.
If possible, support your presentation with diagrams, tables and charts. Pass your associates copies of these papers so their concentration will not be broken by taking notes. Japanese people rate precise information.
The more detailed and precise your presentation is, the fewer doubts your partners will have about the carefulness of your preparation and your sincerity.
The Negotiating Phases
In many negotiations with Japanese a great deal more concessions were made by the Western side than originally planned. Why?
We rely too much on our ability to convince the customer with logical arguments. Inexperienced people are continually surprised by the stillness and immobility of Far Eastern negotiating partners. Instead of opposing arguments with counter-arguments in the Western manner, they maintain a thoughtful silence.
The Japanese are never the first to make concessions: they are only prepared to make compromises when their negotiating associate has moved a stage.
Japanese hate pressure of time! They rigorously refuse to terminate their discussions by a fixed date or time. They negotiate unsystematically and take a long time. Our style of ticking off points one by one is alien to them.
These different conceptions often lead to serious annoyance or even anger. Always remain calm and composed, even if the other side are even now demanding a 25% reduction in price! Agitation and consternation are regarded as personal weaknesses in Japan. Partners in business who fail to keep a grip on themselves in negotiations are judged to be unreliable.
Never deliberately attack a member of a Japanese delegation! The Japanese feel and act as a group and have no sympathy for this kind of thing.
The Concluding Phase
The basic prerequisites for a successful conclusion are therefore a very good preparation with broad background knowledge, patience and self-control. Even more important, though, is the realisation that you will not be able to convince the Japanese with strict logic! As taught on good sales training courses, flexibility and the accurate understanding of non-verbal signals and a controlled manner that is fitting for the circumstances, are much better than any logic!
Richard Stone is a Director for Spearhead Training Limited that specialises in running management and sales training courses to improve business performance. Richard provides consultancy advice for numerous world leading companies.
MORE ARTICLES:
Resource Website Directory
A helpful directory of websites and other online resources.
10 Tips On How To Negotiate
In some time or another in your life you will have to negotiate Good negotiating skills are not only valuable, but also essential when buying property
Dealing With Mortgage Problems if the Lender Refuses to Negotiate
A major mortgage problem that most people are faced with is foreclosure Foreclosure happens to millions of people every day and if you want to avoid having a foreclosure in your credit report, you might as well take immediate action
How To Negotiate With The Japanese
Japanese managers prepare for their discussions with Western associates by having intensive discussion exercises. The negotiating style, on the other hand, quite often presents problems to European managers. Therefore, this is a popular topic on sales training courses.
Tips To Negotiate Like A Pro
Most investors will agree, negotiating a good deal is the most difficult part of real estate investing Very rarely will you hear an investor say that he got everything he wanted
Know What You Can Negotiate In Your New Car Loan
Even with today's economy somersaulting in many directions, getting a new car loan is still on some people's list of things to do this year. It may be for necessity, a growing family, or a son or daughter off to college, but whatever the reason, the opportunity to obtain a fair loan is more on your side, the consumer, than the financial institutions that want your business.
Negotiate Your Stress And Live A Healthy Life
As busy individuals we often fail to acknowledge the fact that stress and your health are ultimately two faces of the same coin One survives with the other and never without
Negotiate Better Terms With Your Credit Card Issuer
Credit card holders may be having a hard time keeping up with the constantly changing rules within the industry Strategies that have long be considered fool proof when managing your credit card account are now no longer a sure thing
3 Simple Steps You Can Take Today To Negotiate Lower Debt Payments
You don't have to be a professional to understand how to negotiate your debt and lower your payments to your creditors Follow these steps now
How to Negotiate Better Deals With NLP
We all negotiate every day In business sales the negotiation is a core skill for anyone who has to purchase and sell products and services
Negotiate Credit Card Debt Settlement
Debt settlement or otherwise called debt negotiation is an attempt to reduce existing debt where the creditor agrees to accept a subsidized payment that would be regarded as the full payment Debt negotiation is a great way to pay back any kind of credit card debt, although not many of us are aware of this simple fact
Moving Tips For Consumers Include Negotiate Aggressively
Each year, approximately 19 million American households (42 million people) move to a new home, representing an average of 16 percent of the population or 115,000 people per day. In five years, nearly 80 percent of the US population will move.
Negotiation Skills Tips: How To Get The Most From a Job Interview
There are few more stressful events in your career than interviewing for a new position. It makes little difference whether you are interviewing for another position with more responsibility within your present organisation or if you are exploring new opportunities - the stakes are high.
Can I Negotiate Credit Card Debt Reduction?
Even though credit card companies are tightening their access to consumer credit, plenty of cardholders have found themselves with too much credit card debt Now they need to settle their debt with the credit card issuer and start over
When & How To Negotiate The Deal
If you opt to shop for a car on your own, remember this: you are the consumer and have a right to walk away from a deal at any time. You should do your research and have several options in mind to avoid being pigeonholed into making a costly decision.
