Worldwide customs - Japan

Japan has a different culture compared to the rest of the mentioned countries, difference helped by their isolation, landscaping and language.
Japanese people are known to live in overpopulated cities and the concept of a chain society comes from them. This means that every Japanese will learn to become dependent by the other society members, even in the childhood when they keep their children with them in the same room until they are 2-3 years old.


Japan prisoner of its own language ?

The language is also different and like Benjamin Whorf who emitted a theory about languages, every culture or country is influenced after the characteristics of its own language. So the Japanese is considered as ambiguous, letting free spaces to interpretations and with impersonal verbs, when long impersonal phrases are followed by the main proposition. A very unique thing is about taking and giving a message, if anyone refuses to transmit a message even if it’s a secretary than it’s a Japanese. The same secretary will tell you to call the person back to hear the message instead of just transmitting it to you. This because it’s so easy to interpret wrong a message that no one wants to be blamed by transmitting wrong anything. Their language is really a barrier even between them not to mention with others. So learning another language it’s a real challenged since the entire model is so different. That’s why Japanese understands just partly a foreign language including English and this for us could seem unbelievable but for them is normal. How to solve such a unique problem ? Very hard to say, but for sure knowing it will give you an extra effort to assure you understood each other.

Things to know in business meetings

So we have a powerful conditioning environment for our Japanese business partner. Having such a different language the process of translation in their mind from any other language is very complicated and even stressful.
First meeting
Keeping in mind the infos above we can understand why the first meeting or bringing a new person to a second meeting is not a pleasant thing for a Japanese. In their own environment they already know who is who, how to talk and treat any person from the chain, so a new person it’ a challenge. Same goes with the normal American behavior when everyone is so opened and comes for a handshake, this stresses the Japanese terrible if he was not presented properly to the new person.
Same goes whit decisions since in a chain society the group decision is very important.
Going back to meetings, exchange of business cards it’s a good start but still not enough information for the normal Japanese.
To understand better let’s see a comparison between how a Japanese and an American presents himself:
“American: I am John Smith managing partner to Hixxxx Comp.
Japanese: Within the Xxxx company, department of foreign relations, the GM assistant I am Yamamoto.”

Going to a meeting in Japan the business man can be welcomed by a huge group where he needs to presents himself to everyone of them, which is annoying for the occidental but for the Japanese it’s necessary.
Same goes with decisions, the typical American representatives want quick decisions and often they push the negotiation process, but a Japanese can’t do that and if it’s forced will retreat silently from any further negotiation. If you compromise yourself to a meeting you won’t gain nothing and very likely you won’t see that person again. Every discussion must start with an introduction where the values of what you want to present are described. Jumping to the point of the meeting will be seen like disrespectful and will be refused. This is the most important thing to know in negotiations, they negotiate as well but in a different manner where politeness and courtesy is very important. They will respect more the fidelity to a company than efficiency of the person.

Be aware about the “no” word. Like in the countries discussed before we find the similitude here as well. They will never say no to you even if they refuse the offer. But you will know that by never seeing the person in charge again after that meeting.
If you have a first meeting with a manager in Japan don’t be surprised if he will close his eyes and listen to you for the first 10 minutes until you present yourself.

Negotiation characteristics

Japanese negotiate in teams and every team member has a different specialty.
But the team can grow or become more diversified in time because they prefer to involve more and more company members to know you and take part of the final decision.
Your first contact from a company will be always present to the next meetings.
The main leader will be present and lead the strategies but unlikely will be the main participant in communication where the other players will put questions inside their expertise area. The meaning of the questions is related to information not decisions. They will put all the information together and decide with the company, not just that team, and not on the first meeting, possibly not on the second.
The flexibility is very limited and changes are hard to be made since the team represents a company strategy which can’t be changed before another meeting with the “head”.
Keeping in mind the language barrier same issues can be discussed many times to assure them the real meaning, this can be confusing for both parts, hard to know if you get the message exactly.
But all this long process is meant to cover everything correctly and create a long term relationship in business. They are not interested in short term visions. They want to stick with their partners many years to come.
Anyway after the decision made the action time is completely different, here they expect quick actions and they will do the same, being harsh with delays.
If everything goes well they are willing to make changes from their original plans, but just in case you were polite, respectful, protocol keeper and patient. Harmony is a main word. So it’s not everything about logic and statistics, it’s also about sympathy and emotional acceptance.

Mentality
Better product with higher productivity. This is what’s important, that’s why they were silent when many companies accused them by stealing their products and remade them cheaper and better. Japanese consider that it’s just a waste of time to invest money in new inventions if they can take what it’s on the market and just make it better afterwards. Some people considered them with inferiority complex. Actually is the opposite since they have some racist behavior about Afro Americans and Indians.

Short briefing about what to do for a successful meeting
Be well dressed in a conservatory way (black, grey, white); be ultra-polite; bow to show your respect especially to the chief; apologize a lot for things you never made; be kind and serious; avoid jokes which no one will understand anyway; be well prepared to illustrate your company and the representatives of the company; adulate them as much as you can; be quite instead of saying no; be patient and avoid being too direct; repeat many times the important points of the meeting to be well understood; how you represent yourself is more important then what you are saying.

Worldwide customs – India – Learn negotiating like an indian !

India continues its way to become a global superpower, we can’t just ignore that. Nowadays the balance in this world is really shaky and I don’t know who could predict exactly which countries will take advantages or better said are most prepaired to handle the reality. India is one of the options.
Like I promised this time I will talk about Indian customs and especially what you should know about their native negotiation and sales techniques.
Indians have a unique and special culture. Communication is more open with them compared to Chinese, Japanese and Koreans. They are very active, used in crowds so intimacy is not something usual. That’s why they respect groups like family. They don’t have any problems showing their emotions, good or bad doesn’t matter. Success in business, creativity, technology and any kind of innovations are respected, they are willing to protect their own kinds and the reputation of their group or family always. Innovation is very important in their culture since competition makes any business old in 2 -3 years. So without innovation a normal business becomes easy target to be erased by concurrence. Even marriages are many times arranged for their business success and prosperity. The honesty is not such a value if you can achieve your goals, if you steal someone else’s fruits it’s noble as if you grow them yourself. They are fatalist and believe in destiny so this can make them risk takers also. They embrace failures seeing it like experience which makes them a powerful nation. Feel sort of rivalry with Chinese especially when they work overbroad and I can really understand that since China and India are competing for the first positions like future superpowers.
The English influence can be remarked in any area of life. Family tradition and hierarchy it’s showed everywhere, in family business the older son rarely can choose his own career, he needs to continue the family business or big storms can invade inside the peaceful family life. They see time as cycle and believe in reincarnation, so time keeping is also something relative. Women usually listen to men. They prefer compliments instead of critics since bad things are usually seen as karmic factors.
When you talk to them be correct, fluid, humble and respectful. They tend to be good listeners and love pomposity in vocabulary. Did you know that Indians hate to say “no” to any business proposal ?

And know let’s learn something from them like one of the best negotiators. Negotiation is their powerful tool and can be a big disappointment if you refuse to negotiate in the first place. They will let the money issues at last after all the other details were settled. Don’t think you will win a negotiation with an Indian easily, be patient before you go to “battle”. Better develop the relationship first and try to know them, rarely Asians make quick decisions.
Indians are flexible and accept to loose for now if the long time perspective is favorable, they think that in any business someone needs to loose and someone to win.

How they do it ?
Let’s see some valuable tips in negotiations. The list below is one of their negotiating method in sales presented in expressions they use, especially when comes about big business proposals. These can be generalized in other kind of transactions and create sort of an image about their "knack".

1. I don’t have any intention to sell.
2. I am not interested in money.
3. This is the most important business field my family has.
4. I don’t want to sell but if I would change my mind you would be the first to know.
5. If I should sell I have no idea about the real value of my business.
6. If it’s about to sell my business I would orientate myself about similar transaction made in the past.
7. When A sold X to B made a good deal.
8. Maybe I would love to sell to you but my family will never accept.
9. I heard your price but I really feel I need to leave this room.
10. I need to tell you honestly I have someone else who offered more than you did.
11. I don’t expect you to pay more than them but at least to offer the same price.
12. I am willing to close this deal with you not with them since I promised you.
13. I know that this price it’s not exactly according to the profit of my business but how could you evaluate a business which own x % of that specific market ?

Rules to keep in mind:

- offer on one item at a time;
- the true price for any item is what you pay for it;
- don’t accept less than 30 % off but try 70 %;
- say “too high” a lot, at least 2 times the salesman needs to lower his price;
- make them show you a lot of merchandise
- wait for the pad of paper – when they start to use it than think it’s just the first step;
- now you can imply a bundled purchase – after you reached your 30 % off you can expect another 5% off for any extra item, around 50 % off you can be satisfied.
! But if the Indian is smiling when you leave he won.

Sure there are many other strategies so be aware, it’s never easy. But keep in mind that they always have something prepared even if you don’t think they have.
Good luck !

P.S. If is any Indian around here and wants to share some extra tips with us I would be glad to hear them.

Worldwide customs - Quick guide to prevent mistakes - Asia (I)

Good for business
I will dedicate some space to share with you worldwide customs, helpful for anyone who wants to go abroad or wants to settle a business. Since business meetings are an actual interests today and many of them take place abroad I will focus on tips concerning this matter, but not only. I’ve split my article by continents to can be followed easily. Writing just a phrase about a country to make the article short it’s just not my style, you can’t learn too much this way. In my first post I open the knowledge about Asian countries mentioning that countries like India, China and Japan (in this order) will have their individual post with specific negotiation techniques and methods. It was hard to figure out how to split all the info I wanna share with you, so I’m hoping I found the best way.
Note: if I let out some of the countries on the way please forgive me, I tried my own interest list. If you want countries not showed on the list please make a request and I promise to include it in future post. Also this will be my last post for a couple of days since I’m gonne travel starting tomorrow.

Korea
Koreans are very competitive and they hardly accept the second place so will always try to negotiate extra advantages, they are very agile and like to promise what you wanna hear which not always becomes reality. If they want to let you out from the business they will use any methods to create that business environment which makes you to retreat. The conversations are very dynamic and when they talk about serious matters became also very serious with some dark humor spread around. They know how to listen but can give the impression that they already know what you want to say. They love long time exclusivity, but they won’t stick to that contract if find something better. When they want to buy - the most important issue is the money; if they sell than the quality of the products depends on other bigger contracts which they could have. So it’s not the easiest to have Korean business partners. All this because history showed them just the first place is acceptable, second place means loosing.
Koreans are very traditionalists. Don’t like to be touched, in business meetings could handshake you + make a bow, but that’s it. The older person will make the presentations, first this is the custom. Punctuality is not the main issue like with Chinese or Japanese. They use titles instead of names so don’t call them on their first name.
Eating habits: they like to serve their guests, they sip the soup and belch after eating sign that the food was good.
Never make comparisons between them and Chinese and especially not with Japanese. Listen to them, embrace their thoughts, make jokes when you can but always be firm since they don’t respect weak people.

Singapore
Here depends whom you’re talking to, the population is very divers so need to know where that person belongs. Singapore has many Chinese influences for instance. It’s indicated not to mention religion since it’s a sensitive issue and you could find yourself in a huge polemic. Always is good to show you are equal to them and give respect to what they achieved in their economy and social status. Be wise and disciplined, extravagance is not seen nicely here. It’s good to learn some words in their language: Chinese Mandarin, Malay and Tamin.

Thailand
They respect hierarchy and calm people. Don’t be too direct if you can hurt the person. They are in majority Buddhist and respect this way of life. If you are angry try to not show it. They don’t show their personal problems or just a little of them and use smile to hide their problems. The good image and sometimes hypocrisy is accepted. They don’t like changes and competition, prefer to work a little for small money instead a lot for big money. Business is good to discus after working hours and don’t take decisions or make contracts on the first day, try to develop slowly a good relationship first. Giggles show many times that they hide something or want to ask for more. They don’t like to put anyone in a bad situation so the decisions are made accordingly.
Important: be social, nice, slow, insist on their independency, learn some elements about Buddhism, respect monarchy, time is cycle and be decently dressed.

Philippines
They are really different compared to any East Asian country. More opened, accept foreigners and act like Latinos, especially when they are talking. They are very independent but respect also hierarchy depending on age, family status and position, also study level. Latin style is also showed in their time keeping, it’s good to ask what they meant when set up a meeting, Philippians time or American time, if it’s Philippians then 1-2 hours more it’s acceptable. Also they prefer to let things on the next day. Many of them talks English, the Philippines has the second-largest English speaking population in the world. Love to talk a lot and keep long sessions, but they are not so exuberant like Latinos. They can also listen well. Love warm hearted but modest people. They like to be respected and especially after their age and status – keep this in meetings. More personal issues can be discussed and they will listen. Since fatalism is between their beliefs many times you will hear the expression “bahala na” (whatever will be will be). If they lower their head the answer will be mostly “no”, if they say yes they could thing negatively about the issue involved. If they raise their heads and eyebrows on the other hand they mean yes. Love to party, music, dance and eat well, men call waiters with “ssss” and women use their fan. Don’t be critic about their government, religion, bureaucracy. Accept gifts and flowers but usually they refuse 2 times before accepting any gift. Be compassionate, interested in how they are and show respect to titles and status. Show also professionalism because they expect that from strangers.

Vietnam
They believe in heredity and feudal hierarchy. They work usually in groups but they don’t like touches too much. Prefer doing things the next day also. They are more expansive than Chinese, Koreans or Japanese and still believe in communication. The southern ones are more opened and honest. They love poetry. They have many French influences, love frankness in the discussion having good communication skills. They have a tendency to be suspicious to any stranger at first, including Chinese and Japanese, although they are polite they won’t let too much from them. They prefer ASEAN members like a contra choice for the Chinese power. They respect age as well like most of Asian countries. They have a heavy history and you need to keep this in mind, they are proud and don’t like to be humiliated of any kind. Reputation and respect are keywords. They know when it’s time to give up so be fair with them and they will show a good common sense.

Indonesia
The biggest Islamic country formed by 13 000 islands. It’s a very poor country but with many values, here women are differently treated alike in most of the Islamic countries, have freedom and rights. Here the family is the most important thing. Although they accept polygamy rarely will use it. They are friendly and hospitable. They are not interested too much in status, money or profit. Like we saw before hierarchy is important here as well. Common goals in groups have much bigger value than individual ones. Age, work history and military rang creates their status. Punctuality is not so important here, 1-2 hours in plus it’s acceptable since they perceive the time like something extensible. They avoid conflicts in any discussion, talk a lot like many Asians but on a low tone without showing their emotions too much. They tend to tell you what you want to hear even if they don’t know the answer. They will never tell you if they didn’t understood your proposals. A normal discussion could be very long and boring but for them is normal. Need to keep in mind that everything needs time and is negotiable. They are very opened touching others unlike to any other Asian country, but respect the head area. That’s why they won’t raise their heads over a superior one keeping it inclined many times. Be nicely dressed and more traditional. Don’t keep your hands on your hip since this means aggressiveness. They use always the right hand or both to give or receive something. Like any Muslim they don’t eat pork, don’t drink alcohol. Don’t be too personal.
Eating habits: never eat everything from your plate. Respect them and don’t talk about sensitive issues like religion or corruption, even if they accept bribe.

Malaysia
The second islamic country of Asia. Family again is a very important issue, everything is around that and they encourage long term and stable family relationships. Love for children is something very powerfull. Respect, politeness and kindness are a must. A person who make many compromises in his life is most respected. They don’t care too much becoming rich, in the past malaysina peasant were prohibited to have fortunes. They are fatalist accrding to their religion and believe that every person is from essence good. They are motivated to finish the job than having money. They believe in their superior and don’t expect promotions, when they deserve it are sure the boss will take care of them. In any business meeting they prefer ierachi delimitations and kind salutation. They will use both hands and the handshake is kind – after they bring their hands to their heart sign of respect “ I salut you from all my heart”
The women use "salaam salutation" inclining to earth level. They never use the index to show something, rather they use the big finger with all the rest closed. They are enthusiastic about industrial and technological developments, especially the young ones.

What seem to share Islamic and other Asian countries ?

- the family is always important;
- no direct confrontation, harmony is always good for business and personal life;
- the society is based on hierarchy, age, years worked in that business, culture;
- good manners, respect, protocol and etiquette is always a must;
- every discussion is full of different subjects to avoid direct confrontations;
- compromising reputation is very serious issue;
- working in groups is always better than individual goals.

Differences

- Muslims are not so interested in moneys and high goals;
- they have their Muslim believes and habits: no pork, no alcohol;
- Muslims are less punctual than Chinese, Japanese, Koreans.

Now for the final let’s learn with fun. A short caricature tale about an Indonesian in America, to see better the differences. Instead of the Indonesian could be another Asian but let’s stick to our first version.

An Indonesian goes in America to negotiate a business and arrives directly from the airport to a dinner meeting, completely big headed after the flight. Recovering from a tuff handshake needs to drink some Martini, than red wine (against his will), eat a huge steak and go to bed. Next morning our Indonesian has a huge hangover but he respects the ridiculously fixed meeting at 9 o’clock. Another handshakes from some huge Americans and in 2 minutes, next to a Starbucks tasteless coffee served in plastic cup he founds himself in the middle of the business negotiation and he’s called on his first name, what a manner. His carefully prepared 10 minute speech which meant to relax the atmosphere and make both parts feel better become history. The whole meeting is too short and aggressive for his style and needs to answer many times with “yes” and “no” before his pencils had time to arrive on the table. The Americans just continue on and on with some weird demonstrative positions with crossed legs showing him their shoe sole. When he refuses politely according to his style some of the Americans proposal, with half his mouth open they take it as a yes and continue with more proposals. Sometimes they behave with him very tuff, than suddenly very kindly, changing their tactics all over again making him stare and swallow. For him they seem attacking a lot than making quick concessions every time they were caught in their way. For him this shows they don’t care about their reputation. Finally when he starts to wake up, his mind is full of thoughts and questions about where the h… did he arrived exactly.