As you know, economic globalization brings increasing communication of economy and trading among countries. Nowadays, our economy is gradually integrating into the economy in the world and area so the negotiation is highly appreciated. In recent years, Japan has played a role as an important partner of Vietnam, thus, learning about the negotiation style of Japanese company is very important. The first etiquette is respect for the hierarchy. The society in Japan is known as an orthodox society and clear hierarchy.
It’s shown not only in family but also in social relationship, especially in negotiation. Sometimes an American negotiator will assume, because he has the authority to bind his corporation, that his Japanese counterpart has equivalent authority. This is not always the case. Often the Japanese negotiator will be required to check with his superiors in Tokyo before approving a provision, even in principle. For example, the Japanese will sometimes say: “We note your point”. This means that: “We have heard you, but we cannot answer you now.
We have to check in with Tokyo and will get back to you. ” The second etiquette is regarding the negotiation as a competition. When competing with the opponent, they don’t respond immediately, they know how to use the documentary to deal with the problem for their benefit. The Japanese are always street-wise and gentle to please their partners but behind this is a negotiation in the true sense of the word: “ I win, you lose ”. The third etiquette is avoiding conflicts by compromise.
If they believe that they are right but their partner continues to argue, they won’t express anymore. The Japanese negotiators are very patient and persistent. They often wait until the last minute before offering meaningful concessions to the other side. They avoid conflicts by compromise and just act as they know thoroughly everything. In addition, the Japanese don’t like to say “ No”. There are many indirect ways for them to reject a proposal. For instance, sometimes the Japanese negotiators will discuss the deficiencies of a proposal.
Other times they will suggest better alternatives. Sometimes they will switch the topic and other times they will merely engage in prolonged inactivity. The last etiquette is taking advantage of opponent’s foible. An important point in negotiation style of the Japanese is that they always take advantage of opponent’s foible. On the surface, they are very modest and restful, but in fact, they are calculating. They wait for their opponent to bring out the matter first, wait until the end of the speech and then ask in succession.
During the negotiation, sometimes they’re quiet for a long time or we think that they’re dropping off but it doesn’t mean that they are impolite and don’t focus on the negotiation, it’s only a habit of the Japanese, they need time to think. If you don’t know these features and feel unpleasant, as a result, you end the negotiation, you’ll remain passive and lose an opportunity to make a good profit on cooperating with the Japanese. So, that brings to the end of my presentation. Thank you for listening