Negotiating with Japanese

Below statements describe about Japanese negotiation style. Which statement is TRUE?

• Japanese people use an indirect style with ambiguous messages and mask their intentions and needs.

• Japanese tend to be more elaborate in their conversation styles by using figurative language, metaphors and proverbs.

• Japanese are less formal and focus on the individual and disregard status differences.

• Japanese negotiators are more emotional and sensitive. Messages are explicit with meanings found in verbal codes.

Why you should not roll up sleeves when negotiating with the Japanese?

• Roll up sleeve means ready to fight

• Roll up sleeve means to prepare oneself for work

• Roll up sleeve means ready to ready to build relationship

• Roll up sleeve means try to be comfortable with the environment

Avoid giving your Japanese business partner items with company logo. It may be seen as a promotional item and be viewed as cheap.

• True

• False

Which statement is FALSE about corporate gift giving in the Japanese culture?

• Avoid giving a gift too early in the relationship as it may appear insincere

• Before accepting the gift is it polite to modestly refuse at least once before accepting it.

• If you are giving a gift to people of different rank, ensure to give a gift of same value to everyone.

• The ritual around gift giving in Japan is more important than the gift itself.

Business negotiations process in Japan can be very fast, and agreement can be reached in the first meeting.

• True

• False

Which statement is FALSE regarding gift giving in Japan?

• It is polite if you reject the present humbly once or twice.

• To show gratitude you must open the gift in public

• Foreign negotiator should made an effort to bring the gift to the Japanese counterparts.

• It is desirable for a foreigner to stand up and receive a gift from a Japanese with two hands

Japanese place a very high importance on personal interactions and spend a great deal of their time building relationships and developing trust.

• TRUE

• FALSE

Which is NOT related to value of face saving practiced by the Japanese?

• Turning down somebody’s request will causes embarrassment.

• Do not criticize, insult or put anyone on the spot in public.

• It is important to show respect appropriately and know the Japanese negotiators title and position.

• Decision can be made on the spot by the representative.