Japanese Business Etiquette; A Practical Guide to Success with the Japanese

Overview

You're trying to sell a product to Japan or your company has a joint venture with the Japanese. You've decided to take a trip to Japan, you're relocating there, or you work for a Japanese-run firm in the U.S. In each case your associates' rules and traditions are truly foreign - and following proper Japanese etiquette is a must for success. Scores Americans found sound advice in the bestselling JAPANESE BUSINESS ETIQUETTE. Now, this new, expanded edition considers Japan's deepening relationship with America, as ...
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Overview

You're trying to sell a product to Japan or your company has a joint venture with the Japanese. You've decided to take a trip to Japan, you're relocating there, or you work for a Japanese-run firm in the U.S. In each case your associates' rules and traditions are truly foreign - and following proper Japanese etiquette is a must for success. Scores Americans found sound advice in the bestselling JAPANESE BUSINESS ETIQUETTE. Now, this new, expanded edition considers Japan's deepening relationship with America, as well as changes among the Japanese themselves. You'll find all the information you need to avoid embarrassing pitfalls in the "new" Japan - and to always make a wonderful impression. Learn the etiquette for drinking, dining, giving and receiving gifts, hosting Japanese guests, and other social situations; know what the Japanese really mean when they say "yes"; understand how traditional Japanese business people differ from the new generation of rebel "baby boomers," many of whom have lived in the U.S.; discover what to expect in meetings and presentations and how to conduct them successfully; learn how to use Eastern-style persuasion and not Western-style pressure; and learn the art of criticizing without offending, compromising without losing face.

Here is the first concise guide to the social graces that smooth the way to doing business in Japan, now completely updated to include information on how to host visiting Japanese, how the younger generation of Japanese executive differ from their older counterparts, business card etiquette, and more.

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Editorial Reviews

Publishers Weekly - Publisher's Weekly
Geared to executives who do business in Japan, this guide also serves as a general introduction to Japanese culture, explaining in part what has made that nation a successful competitor of the United States and why Americans have trouble selling products and services there. Readers learn, for example, that the Japanese don't say ``no,'' for to do so would dispell the surface harmony that tradition demandsinstead they say ``it is very difficult'' or ``I'll think about it.'' Nonverbal communication is important in Japanese society, the author notes, and Westerners' discomfort and need to fill silence with conversation often works against true friendship, which is key to acquiring and maintaining business relationships in Japan. Throughout this solid study, Rowland, who lived in Japan six years and works now for a Japanese company in California, provides a wealth of information of interest to businesspeople and laypersons alike. Foreign rights: Debbie Phillips, Warner. November
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Product Details

  • ISBN-13: 9780446382878
  • Publisher: Grand Central Publishing
  • Publication date: 9/30/1985
  • Pages: 176

Meet the Author

Diana Rowland

Diana Rowland has lived her entire life below the Mason-Dixon line, uses "y'all" for second-person-plural, and otherwise has no southern accent (in her opinion.) She attended college at Georgia Tech where she earned a BS in Applied Mathematics, and after graduation forgot everything about higher math as quickly as possible.

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Table of Contents

Introduction 1
I Preliminaries 7
1 Putting Form and Etiquette in Perspective 9
2 Setting the Cultural Stage 14
3 Making Contact 18
4 Meeting People 23
5 The Bow 32
6 Hosting Japanese Guests 36
II Communication 45
7 The Meaning Behind the Statement 47
8 The Nonverbal Statement 55
9 Tips for Cross-Cultural Communication 61
10 Interpreters 67
11 Some Essential Expressions 70
12 Correspondence 77
III Negotiating 81
13 Business Values 83
14 Negotiating Using Japanese Ground Rules 86
15 The Negotiating Team 90
16 What About Women? 94
17 Meeting Etiquette 97
18 Selling to the Japanese 106
19 Working the Angles 114
20 Closing the Deal 118
IV The Social Side of Business 123
21 The Art of Entertaining 125
22 Dining 132
23 Gift-Giving 139
24 Visiting the Japanese Home 147
25 The Tea Ceremony 151
V Japanese Corporate Culture 155
26 The Ways of a Traditional Japanese Company 157
27 The "New Breeds" 164
28 Working for a Japanese Company - in Japan 168
29 Working for a Japanese Company - in the West 177
VI The "Other Japan" 185
30 Out on One's Own 187
31 Love and Sex in Japan 191
32 Baths and Spas 196
33 Incidentals 200
34 Living in Japan 206
35 The Greeting Card and Other Rituals 211
36 Return Culture Shock 214
VII General Information 217
37 Facts on Japan 219
38 Travel and Telephone Hints 224
39 A Japanese Datebook 232
App. A. Printers of Japanese Business Cards 241
App. B. Survival Numbers 243
App. C. Helpful Organizations 246
App. D. American State and City/County Offices in Japan 257
App. E. Immigration 262
App. F. Recommended Reading 265
App. G. Periodicals 270
Glossary 272
Index 279
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