Doing business in Japan

Reading the minds …

JAPANESE

AMERICAN

The American president of ‘America Best’ is coming to Tokyo to meet for the 15th time his counterpart from ‘Japan Flavor’ to strike a Joint venture deal that will allow both companies to stay afloat.

The American President is accompanied by his Global Sales Manager who initiated the deal as well as his Legal Director.

…The American President, Mike Hamilton, is talking to his collaborators …

THE STORY …

I am really tired of this process. It is taking so long. And these gifts we have to bring any time we meet. I feel like

Santa Klaus. And for what progress, tell me ? This is just a comedy!

I know, I feel the same, but we have to be patient. This is the way it works in Japan. Remember what our cultural advisor said. Too bad he could not come this time. I hope we will not

make any blunder. I need to remember not to call them by their given name this

time.

Well this time I will be more pushy, trust me !

Hello Tanaka San, very happy to see you again. Let me introduce you to my legal director, Dave Shaw.

Hello, Mr Shaw, Nice to meet you. Let me give you

my business card.Hello , Tanaka San, it is a pleasure to meet you as well. But I am sorry, I ran out of business cards.

Not a problem

No business card ! how rude ! And this Hamilton does not trust me to

bring his legal director….)

Yes please, but we would like to get down to our deal quickly as this whole process is taking too long.

Would you like a cup of tea or coffee ?

Sure, not a problem

How does he dare speaking me like that in front of my collaborator…

We have a few points to resolve, one of which was to select a third partner for some of the manufacturing operations. I have received some answers to the bid we launched that I would like to show you.

Well, I thought this was a point we had already resolved at our last meeting. I

believe my cousin can meet our requirements. He started 6 months ago in the business and has been doing very well.

That is a good one. Ahahahahahahhaahahahaahahahahahahahahah

Ahahah, I am serious.

How can his wife stand this big laugh ???

Humm, Really ? How well is your cousin positioned and are his prices competitive ?

He is very trustworthy.

These Americans have no sense of what family is, they are so

ambitious they would kill mother and father.

Is he crazy ??? I am sure this guy works in the back of his garage, This is not how I am

doing business.

Mike, I think Tanaka San is right. We should review the opportunity to work with this gentleman. I am

sure we can find a way to meet our needs.

… Time to smile and nod …

Ok. Let’s review this later. Tanaka San, I have asked you a certain number of information and I have not received anything yet. But may be this is an issue with the post. Would you mind giving me this information now ?

… some more smiling and nodding …

Why is he getting so excited, he is going to have a heart attack if he goes on !!! And what is he talking

about, Let’s make what ?

Come on Tanaka San. We are pretty well advanced in our discussion. Let’s strike the deal now. This will be the biggest JV in Japan in our area. Let’s do it, let’s make it !!

Ok Tanaka San. Then I suggest we put in writing all these points we have already discussed since our

first meeting and then list what remains unresolved. Dave has already written down a draft contract.

101 pages?? Why don’t we put just the main ideas in writing and then discuss issues together as they come up? A contract is only a contract after all.

This finger pointing … Hummm. What is he doing? Threatening me?

I am losing face again …

I think this is not a good idea. Better to plan for all possible scenarios and then we have a sound frame to rely on, you will see.

He must be insane …

I should break this silence …I cannot stand it.

… Time to leave the room …

Tanaka San, are you OK with this approach ?

Here we go again. They just leave the room and we wait until they feel ready to come back, without more

information by the way. I will probably have my answer at the next meeting after he has consulted

every single person in his company! And we won’t be able to escape dinner with these guys every evening

until we go.

Calm down Mike, you know this is the way here ….