Overview

How would you start your sales presentation to Japanese clients?

How many counter offers should you make when negotiating with the Japanese?

Where will you entertain your Japanese supplier?

Boasting one of the strongest economies in the world despite recent short-term setbacks, Japan is one of the big players in the global economy. Not only must the Japanese be dealt with as intense competitors anxious to capture markets that have thus far eluded their grasp, but they must also be addressed as a large consumer market ready for increasing consumption. Yet, finding a niche in the Japanese market has historically been a difficult task, especially for Western economic powers. Trade wars were common headline news with political leaders complaining of unfair trade practices on the part of Japan, and business leaders imploring Americans to purchase domestically produced goods.

The escalation of this trade war has cooled off in recent years. The reasons for this vary. Japanese automobile companies, for example, have set up manufacturing plants in the United States. Japanese and American companies have also worked together on various joint venture projects. Still, competing with the Japanese is no easy task. Whether looking to enter the Japanese market or to make a sale to visiting Japanese representatives, their cultural background must be taken into account.

In this chapter, we will focus on the Japanese salaryman, the key person that most foreigners interact, negotiate, and have to compete with. The chapter will identify the inherent cultural values of most Japanese...