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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
Eldar suggests that the importance of the first impression in Japanese culture "might come from their observations on American business teams and of the importance they attribute to every aspect of non-verbal communication." Also, the foreign company's group in general will be put to the test for its internal dynamics among its members, and therefore it is important to maintain the team atmosphere (Eldar 87). The Japanese will utilize all available resources in order to gather relevant information on the business counterpart prior to entering the negotiation room. This allows Japanese businessmen to discover the American team's weaknesses. Furthermore, if the American team demonstrates a lack of cohesiveness among its members, it foresees future problems that will likely surface during more elaborated stages of the two cultures' business negotiations. First impressions inevitably create lingering effects on both parties, such that "many of these impressions, favorable and unfavorable, are found to persist for months and survive intact in spite of numerous conversations" (Bernlund 125). Thus first impressions are crucial when engaging in business relations with Japanese culture. It is important to be prepared beforehand, and equipped with relevant cultural information so all members of the American negotiation team are perfectly synchronized.
The Japanese are very proud of their heritage and culture; if an outsider demonstrates the slightest relevant knowledge, he will receive great respect from the Japanese since this means he has taken the time to learn a piece of their culture as well as put it into practice. Additionally, this will emphasize good will and serious intentions (Eldar 87-88). In correlation with the importance of acquiring relevant information before embarking on US-Japanese business negotiations, familiarity and understanding of Japan 's unique culture and values will greatly facilitate business relations between the two parties. Professionally coaching American businessmen in the workplace provides knowledge and encouragement of the Japanese custom of establishing personal relations before and after business agreements are finalized. It is recommended that the "knowledge societies" of both cultures acquire additional cultural knowledge to reduce the negative effects of cross-cultural differences, although Americans might need to be extra diligent in that respect. For Japanese businessmen, engaging in a negotiation process with a foreign company is accompanied by certain traditional "social protocols" that begin long before an actual business meeting occurs, and end long after it has been completed. "[S]howing respect, putting people at ease and showing appreciation" (Kumayama 11) are the fundamentals to successful business negotiations. They not only act as the basis for sound friendly relations but lay the foundations for a successful business relationship between Americans and Japanese.