Notes form HBR review articles

  • What we can learn from Japanese Management
  • How to negotiate in Japan

Working with interpretors

  • If possible, share the draft doc/presentation beforehand
  • Loudly and slowly, use simple words
  • Explain the same idea in 2-3 different ways as checksum
  • 30 secs break to let interpretors go
  • Number is easy to mistranslate, write it down if possible
  • Do not interrupt interpreters
  • Use positive form instead of negative wording. Also avoid double negatives

  • Use body movements

  • Japanese decision process is very democratic - ringi means buying in from all stakeholders, instead of LCA of those stakeholders. (I got burned by the slow process many time)
  • When the negotiation is stuck, keep the channel open and ping from time to time
  • Ask Japanese lower levels for more info on friends and enemies (nemawashi?)