Building business relationships in JapanBusiness relationships are important in every country. Even more so in a "high context" country like Japan, where you first need to understand why and with whom you build relationships, then carefully build and maintain your relationships, while avoiding certain kinds of relationships. You also need to understand the network of relationships in which your co-workers and competitors are working.
And, just like anywhere else, you need to be aware that your Japanese business partners will not tell you everything they know or everything they think, feel, and plan for the future. In that regard, Japan is really not very different from other countries. However, in your home country, it's usually much easier for you to make educated guesses about what your colleagues might be thinking or feeling - while in Japan this will probably be more difficult for you.
There are many true stories about Western managers returning from negotiations with Japanese partners - celebrating success! - and two days later the relationship falls apart. And there are many instances where the Western view and the Japanese view of the very same relationship are dramatically different ... and one or both sides is not even aware of this difference! So be forewarned, and do your homework. |
