Doing Business with the Japanese

By Greg Merkley

1) Understand the map

Japanese see themselves as group members

Japanese relate to the world vertically

Japanese care about formalities

Japanese try to avoid risk

2) Build personal trust

1) Understand the map

Listen and try to understand

Deliver what you promise

Address problems

Invest in a long-term relationship

3) Adjust your communication

1) Understand the map

2) Build personal trust

Adapt your English

Modify your style

Learn the art of “No”

Obtain information indirectly

4) Mind the group

1) Understand the map

2) Build personal trust

3) Adjust your communication

Treat meetings as ceremonies

Adapt to Japanese decision making

Fill the glass

ご清聴ありがとうございました