Huntley
Associates
Executive Training-Project J.A.P.A.N
The relevance of Project J.A.P.A.N
Our ONE DAY training course
covers a wide range of aspects of the
Western/Japanese business
relationship that is not covered in any one book available today. These
aspects range from, trading matters, penetrating the Japanese market,
understanding the Japanese culture, and many others. There is no single
publication that we know of that can compare to the comprehensive subject
matter covered in PROJECT J.A.P.A.N. (PJ).
The issue of business negotiations between Western and Japanese business people is probably of greater importance today than ever before. Those books or educational courses that do cover this subject often spend little or no effort on the explanation of basic Japanese character or psyche.
Most books or educational material related to the negotiation process give limited insight into the historical behavioral characteristic of the Japanese people within their own society. We often will learn of their negotiating postures, but, we are not given the basic root cause of why this posture is part of an overall cultural characteristic.
When a Westerner sits down with another Westerner, whether he or she be French, German, English or whatever, there are certain expectations of behavior that are common to Western culture. These behavioral patterns can be either verbal or non-verbal, but they are predictable to a degree.
When Westerners face their Japanese counterparts in a negotiation process, they are confronted with a completely unknown set of behavior patterns. Even if they have learned by experience or from study material, that certain patterns of behavior or posture can be expected, they may still not know the reason why such behavior is presented. PJ provides this information and insight.
Books that describe certain Japanese negotiating postures or methods do not provide an in depth analysis of the cultural or spiritual foundation of their behavioral patterns. These patterns of behavior are set into the Japanese character at an early age. These traits are compounded throughout their lifetime to form a virtually obligatory character profile.
Thus, it is vitally important to know WHY the Japanese behave in certain ways to facilitate our complete understanding of HOW they behave. It is easy to know HOW a Japanese guest will react to a Western business or sales presentation, but, its quite another matter to know WHY he reacts or doesn't react.
A further example of HOW and WHY can be illustrated by the fact that many Westerners know that the Japanese like to develop a business relationship over a period of time. This time frame may be months or years before an acceptable agreement can be reached. We may know HOW they conduct themselves toward this end, but, few Westerners understand WHY the Japanese act this way. PJ endeavors to explain this action in the context of the Japanese within their own society.
To fully understand the HOW by knowing the
WHY, it is of the greatest importance to study the basic history of the
Japanese people. We should look at their origin as a people, the beginning
of their written history, their spiritual and religious beliefs, their
language development, and their traditional inter-personal relationships.
PJ summarizes this historical characterization and places it in context to
the negotiation process.
Virtually the first half of PJ is devoted to the history of the Japanese people and HOW and WHY they react to one another within their own society. The second half of PJ describes HOW the negotiation process develops and WHY it does so in a particular form. The aim of PJ is to create a level of understanding that causes Western and Japanese business people to recognize each other's strengths. This will enable them to form long-lasting and trusting relationships from which all other benefits will automatically flow.
Westerners must try to modify their language of persuasive argument in a coldly logical way, and endeavor to promote a warmer approach and investigate the other sides' needs. Conversely, the Japanese must try to become more direct and give proper reasons for actions taken or not taken, within a specific time-frame. Both sides may find this culturally difficult.
PJ endeavors to show that many Westerners consider negotiation to be like a football game. A feint here, a pass there, but mostly an arrogant brawl to overpower the other side and to emerge as the winner by scoring as many points as possible. The Japanese on the hand, while trying to obtain the maximum advantage for their own bottom line, will negotiate on the basis of the long term relationship which they consider must benefit both sides to be fully effective.
PJ will help the Western/Japan relationship so that both sides will perform as a unified team to achieve the long term goal of competing together in the global marketplace.
Call now to schedule a course or a consulting assignment to meet your needs.