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Negotiating Styles Of Japanese Businessmen

2010/11/16 17:24:00 274

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Characteristics Of Japanese Businessmen'S Negotiating Style

(1) establishment of negotiation relationship.

Japanese

Negotiation mode

It is considered to be a "difficult negotiable" or "round table warrior".

Japanese believe that good interpersonal relationships will promote business contacts and development.

They attach great importance to interpersonal relationship.

The establishment of interpersonal relationship and the degree of trust determine the status of establishing business relations with the Japanese.

The Japanese believe certain forms of introduction will help establish business relationship as soon as possible.

Therefore, at the beginning of the negotiations,

Japanese businessmen

Every effort will be made to find someone who works with them or has a business relationship as the initiator of negotiations.

Japanese often establish contacts through private contacts, or organize contacts through government departments, cultural institutions and related organizations.

To further understand the negotiating partners, Japanese businessmen often invite negotiators to go to restaurants or other places.

(2) the decision-making process.

The decision-making procedures or steps of Japanese businessmen often make each member of the negotiating group feel the important role of their participation.

The performance is two.

Characteristic

First, the boss approves from bottom to top.

That is, the lower level or subordinates should discuss and agree with a certain plan, and then decide by the superior leader.

This characteristic is easy to carry out on the basis of full discussion.

But the decision time is too long and the efficiency is not high.

Two, identity first, collective decision-making.

In the process of negotiations, Japanese businessmen are always divided into several groups. No individual can be held responsible for the whole process of negotiations.

Any decision can only be implemented after the whole group has been approved.

(3) the concept of time.

Because of prior recognition and collective decision-making, Japanese businessmen made slow decisions and criticized by many foreign negotiators.

Therefore, in the process of negotiations with Japanese businessmen, it is not realistic to be eager for success.

Japanese businessmen do not agree with the deadline and time.

Under the pressure of the other side, they are calm and calm.

In addition, to make Japanese businessmen speak freely in negotiations, they must spend a lot of time developing their personal relationship.

(4) communication mode.

Japanese businessmen pay attention to "face" and do not like conflicts in public places. They often adopt euphemistic and indirect conversational style.

Although most of their expressions are clear, some affirmative responses are actually negative answers.

This indirect way of communication is easy to mislead the other side.

Once Japanese businessmen agree to a proposal and make certain decisions, they often insist on their own opinions, and it is very difficult to change their decisions.

Because the change decision requires the participation of all the members of the negotiations.

In Japanese business circles, they pay attention to etiquette.

Gratitude is often expressed by means of gift giving or hospitality.

Gifts are usually given at the end of the year or other holidays.

(5) the attitude towards the contract.

Japanese businessmen have their own standards and principles.

They believe that mutual trust is most important in business dealings, and there is no need to clearly and accurately sign detailed contracts.

This concept is changing.

However, even in written form, the content of the contract is very short.

They rely heavily on verbal agreements.

A written agreement is only a reference document when disputes arise.