Their
negotiating technique, on the other hand, often presents difficulties to
European managers foamposites for sale.
Therefore this is an accepted 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 kobe bryant jersey.
91).
Japanese people always start an arbitration with a set collective
view; they loathe noisy and fierce negotiations air yeezy glow. 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 air penny 5. 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 PhaseThe
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 PhaseThe 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 fortunate,
misapprehension will only postpone the negotiations. If the worst happens the
contract will be lost.The Western European perception of rational argumentation
methods as dealt with on numerous sales training courses will not be successful
with your Japanese contemporaries. 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 PhasesIn many negotiations with Japanese a great deal
more concessions were made by the Western side than originally planned. WhyWe
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 strictly refuse to conclude their negotiations by a set
time or date. 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.