Here are 20 Keys to Negotiate When You Deal With Japan
Much of the success in a negotiation lies in knowing the other party perfectly, and in the case of the Japanese, their culture means that we must break many clichés about the negotiation. Therefore, below, Mysuccessstartup provides 20 keys on three very important aspects during a negotiation.
Relationships With Customers
Some of the reasons why the Japanese remain silent during the business, meetings are the following: poor ability to speak in English (even though many of them have a good command of this language); consider it wrong to interrupt; They are committed to providing reliable and complete information (they believe that this takes time and is not feasible during a meeting).
Criticism and Problem Solving
1. Demonstrate the effort to meet the demands, even if the demands are apparently impossible. This is a way to show commitment.
2. Avoid responding negatively to any request immediately after it has been made. Respond to the negative message using a positive form, so as not to harm the relationship.
3. Understand the origin of customer requests. It may be that there is a very important reason that nobody analyzed it because it was assumed to be obvious.
4. Think of customer satisfaction as a strategic component of the business 5. If you decide not to access the client’s request, try alternatives and do not leave the customer abandoned. 6. Send a relevant agenda and information well in advance.
7. Invite the participants to express their opinions, taking care of the hierarchical aspect.
8. Wait patiently for the answer to a question asked, not pressing an immediate answer.
9. Check the balance of participations: invite each person to express their opinion or idea. 10. Record the main ideas expressed in the meeting.
11. Clarify the objectives and expectations before and at the beginning of the meeting.
12. Be sure to confirm agreements and define the immediate agenda.
13. Confirm the results of the meeting via email, fax or another mechanism.
14. Provide confidence to receive criticism and be prepared to receive criticism indirectly.
15. Pay attention to who, when and where you ask for criticism.
16. Don’t consider the criticism of the Japanese with a negative attitude.
17. Wait patiently for constructive criticism that is issued after general criticism.
18. Consider that problem solving involves more people and takes time.
19. Respond quickly to Japanese requests for help or information in situations that involve customers; Contact them and inform them about the deadlines in which you will send the information.
20. Identify with your counterpart in Japan mechanisms for effective communication