Hidden Differences: Doing Business with the Japanese

Hidden Differences: Doing Business with the Japanese

by Edward T. Hall, Mildred Reed Hall
     
 

An analysis and explanation of the unstated rules  of Japanese-American business relations. By  drawing Western readers into the world in which they  must function, the Halls simplify the process of  adapting Western ways to a new environment.See more details below

Overview

An analysis and explanation of the unstated rules  of Japanese-American business relations. By  drawing Western readers into the world in which they  must function, the Halls simplify the process of  adapting Western ways to a new environment.

Product Details

ISBN-13:
9780385238847
Publisher:
Knopf Doubleday Publishing Group
Publication date:
05/28/1990
Edition description:
Reprint
Pages:
192
Sales rank:
672,558
Product dimensions:
5.15(w) x 8.00(h) x 0.41(d)

Meet the Author

Table of Contents

Prefaceix
Acknowledgmentsxiii
Introductionxv
Part IKey Concepts
Culture is Communication3
Fast and Slow Messages: Finding the Appropriate Speed5
High and Low Contexts: How Much Information is Enough?7
Space11
Territoriality12
Personal Space12
The Multisensory Spatial Experience13
Unconscious Reactions to Spatial Differences14
Time15
Time as Structure16
Monochronic and Polychronic Time16
The Relation Between Time and Space19
Polychronic Time and Information20
Time as a Measure of Competence22
Past- and Future-oriented Countries22
Time as Communication23
Tempo, Rhythm, and Synchrony23
Scheduling and Lead Time24
The Importance of Proper Timing25
Appointments and Keeping People Waiting26
Information Flow: Is it Fast or Slow and Where Does it Go?28
Action Chains: The Importance of Completion30
Interfacing: Communication One on One33
Summary35
Part IIThe Japanese
Introduction39
Historical Background: Context for Japan Today40
The Castle and the Village41
Leadership: The Warrior42
Modern Japan44
Order and Rank44
The Family: Absent Father, Omnipotent Mother47
Territoriality: Crowding Without Contact48
Education: Conformity in the Classroom49
The Younger Generation Today: Loosening Up51
The Sea of Information52
The Vocabulary of Human Relationships54
Amae54
Giri and On56
Ningen Kankei58
Other High-Context Terms60
Part IIIJapanese Business
Corporate Philosophy65
The Team and the Work Ethic65
Joining a Major Company66
Japanese Workers: The Ultimate Team Players68
Loyalty69
Responsibility70
Quality Control Circles71
Service Orientation72
The Organization73
The Structure73
The Information-based Organization75
Promotions76
Leadership78
Hierarchy: Business Cards and Bows80
Collective Decision-making and Consensus: The Ringi--Slow, Slow; Fast, Fast81
Long-term Planning83
Strikes84
Women in Business86
The Future87
Why Japanese Business Is Successful88
"Japan, Inc."90
The Banks and the Company92
Business, Large and Small93
The Japanese Market93
Part IVThe American Company in Japan
Starting Business in Japan97
Some Common American Expectations97
The Need for a Long-term Plan98
The Japanese Connection103
Learning the Language105
Friendships: Essential Relationships107
Entertainment and Gifts108
Establishing Japanese Operations110
When Things Go Wrong112
Communication and Negotiation114
Time: Flexibility and Shifting Systems114
Meetings: Getting to Know You116
Negotiations: Everybody Wins Something117
Presentations: Logic vs. Indirection120
Saving Face: The Key to Successful Interactions124
Contracts and Attorneys128
Managing in Japan130
Relating to Your Japanese Staff130
The Importance of After-Hours Socializing132
Problems with the Home Office132
Marketing, Selling, and Distributing135
Marketing: Learning from the Masters135
Advertising: Releasing the Right Response138
Public Relations141
Sales: Time Well Spent142
Distribution: Crucial Networks143
Advice for Americans145
Afterword153
Glossary157
Reading List161
Index167

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