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Dialogues@RU is published
annually
by the
Writing Program at
Rutgers, The State
University of New Jersey
Volume 4
Fall 2005
Business Negotiation Served On A Sushi Platter
By Annat T. Katz
The international economy of today is considerably different than what it has been in the past. Today's companies now aim at a significantly higher level of operation as well as performance throughout the ranks of their employees. Marketing departments of various American firms are now, more than ever, pushing towards business projects overseas in order to compete in the global economy. The workers who are actively involved in carrying out this mission are "knowledge workers," employees who have gained relevant knowledge and experience in higher educational institutions in order to perform their current functions. This economic society exists in every country that is internationally engaged in business with foreign companies; therefore, modern knowledge workers are required to acquire the kind of additional education in the workplace necessary for advancing their company in its desired financial direction. Financial success on an international level is often impeded when cross-cultural misunderstandings or lack of sensitivity to more subtle yet important social nuances come into play. Cultural education can fill in the missing part of the current equation that leads to unnecessary problems that can be easily avoided. Problems such as culturally-based misconceptions and unfamiliarity on both sides present a difficulty in business negotiations that can easily be worked out with such a form of education.
The fact that within a few decades a relatively small country has been able to be internationally acclaimed as the symbol of diligence, determination, quality and excellence is both surprising and confusing. Japan remained a secluded culture for centuries, partly because of its geographical features but most importantly because of its avoidance of contact with foreign societies. The consequences of a culture being cut off from the outside world for over two thousand years created a distinct, sophisticated society that possesses unique cultural characteristics which are perceived by westerners, especially Americans, as puzzling and complex. Japanese cultural values and traditions are deep-rooted, and therefore it is not surprising that these values have made their way into the Japanese business etiquette as well. As a result, American businesses have grown to be more conservative in their approach to the Japanese market out of fear and reluctance to "deal with such a complicated culture" and keep joint business efforts with Japan to a minimum. Cultural misunderstandings become more complicated because Japanese people are reluctant to explain the components of their culture. These circumstances were not intentionally created by Japanese people but simply evolved this way because of many years of geographical seclusion. When conducting business negotiations, both American and Japanese teams bring their own culture into the negotiation room, indirectly dictating the fashion by which the procedure is carried out. The two cultures' different negotiation styles, each influenced and motivated by different values and principles, represent the main rationale behind the American-Japanese cross-cultural impediment.
Japanese culture is one of the most ancient cultures existing today, unlike that of the United States . As a result of the Japanese social isolation there has been, until recently, a lack of international exchange in business. This created a situation where while many American business practices can be discussed explicitly, Japanese business practices are founded in folklore and largely implied (Kang xi). This suggests that in order to learn how to do business with Japanese companies, Americans first need to be knowledgeable of Japanese culture and tradition before embarking on business endeavors. The Japanese lack of clarity in regard to their business etiquette stems from a central historical theme - the Samurai, which to this day dominates the Japanese way of thinking and behavior, and has shaped the period between feudal and contemporary Japan (Eldar 39). The Samurai, who stood as the highest rank in ancient Japanese society, led their lives adhering to certain values which have lingered in modern Japanese society and culture. Behaving according to the Samurai model is the aspiration of every Japanese individual, and is perceived to be the highest degree of honor and well-being.