DAY 15 - ANSWERS EXERCISE A

Before checking your answers, please listen to the audio files again and read the four transcriptions.

DOING BUSINESS WITH THE JAPANESE

TOPIC

  RECOMMENDATION  

REASONS

 

Let me give you a few practical tips on doing business with the Japanese. First of all for instance, age is a very important factor. In this type of system where lifetime employment is practised, seniority becomes very important as you can see. Japanese top executives, for instance, are much older than their American counterparts. So, many American companies fail in doing business with Japan or with the Japanese by sending far too young men to conduct business negotiations in Japan with their Japanese counterparts, who could be their fathers! It is already quite an insult to the Japanese.

AGE OF EXECUTIVES

1.  should

2. Seniority is important in lifetime

not be sent to conduct

  system.

business negotiations.

 

 

3. Japanese top executives are

 

  than American

 

ones.

 

4. It is an    to the

 

Japanese to do business with

 

young people.

TOPIC

  RECOMMENDATION  

REASONS

 

Next tip might be the business card. The business card is not a simple piece of paper in Japan. Every business encounter starts with the exchange of business cards. The business card is the person himself. So, you offer one and he will offer you one. You receive it with reverence, you study it carefully and put it away in your wallet with utmost care. So, the first thing you should do as soon as you've arrived in Japan is to have about 200 bilingual business cards printed for yourself.

THE BUSINESS CARD

5. Have about 200

6. Every business encounter

cards printed.

starts with the

 

of a business card.

 

7. For the Japanese the business

 

card is the person himself, so

 

you must receive it with

 

, study it carefully

 

and put it away in your

 

with utmost care.

TOPIC

  RECOMMENDATION  

REASONS

 

Another tip is on socialising. You see, the Japanese business world is almost exclusively masculine. Men don't bring their wives when they're socialising. So, make absolutely sure beforehand if it's all right to bring your wife. Otherwise, it could be a very embarrassing situation.

SOCIALISING

8. Make sure it is all right

9. The Japanese business world

to bring 

is almost exclusively

when socialising.

.

 

10. Men don't bring their wives

 

when .

TOPIC

  RECOMMENDATION  

REASONS

 

The last tip I can give you is about a business meeting or a negotiation. First of all, don't talk too much. It's essentially a non-verbal culture. And don't expect the Japanese businessman to answer you in clear 'yes' or 'no', because it sounds too confrontational, and it takes time in this consensus-oriented system to make a decision, to arrive at the decision. So, always keep in mind that the Japanese culture is radically different from yours.

BUSINESS MEETINGS & NEGOTIATIONS

11. Don't talk too much and

12. Japanese culture is esentially

don't expect 

is essentially .

answers.

 

 

13. It takes time to arrive at a

 

decision in this

 

oriented system.

 
 

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