| Do evasive and mealy-mouthed responses cause | | | | |
| you irritation? Then you had better scratch | | | | 3) We need time to think about it. |
| Japan from your business plans.One aspect of | | | | |
| dealing with Japanese, which can totally | | | | 4) Is that so? |
| frustrate a newcomer (and a veteran like me!) | | | | |
| to this island-nation, is the lack of | | | | 5) We will need a few months to consider |
| straightforwardness in communication. | | | | your plan. |
| Evasiveness is a national past time here and | | | | |
| that can infuriate an impatient foreign | | | | 6) Can we continue this discussion in the |
| businessman wanting results in a New York | | | | future?I can hear many of you ready to pounce |
| minute.If you can't tame your desire for | | | | on me now. Well, Mr. Posner, each of these |
| specific responses and quick results, then I | | | | sentences/questions gives a ray of hope. Why |
| already know the exact outcome of your | | | | do you interpret their respective meanings as |
| business trip even before you arrive at | | | | a sign that matters are falling apart or have |
| Narita Airport. You will fail and you may | | | | even failed? Aren't you being negative and |
| never know why.Despite the maddening "silent | | | | pessimistic?No, experience has been my |
| treatment" style of the Japanese people, I | | | | teacher. Twenty-five years of dealing in |
| want to reassure you that you can penetrate | | | | business in Japan - many as a language |
| the Japanese psyche and know the truth behind | | | | trainer at large Japanese concerns - have |
| a plastic smile in due time.For those of you | | | | given me a keen sense for the meaning of |
| tapping your collective feet and wanting to | | | | English words as spoken by a Japanese. I |
| cut to the chase before you bite every | | | | could write a concise dictionary of Japanese |
| fingernail to the elbow, may I offer some | | | | English, if I was idle.I have one final note |
| cautionary advice:An outright "No" from your | | | | of caution. It is often said that our Maker |
| Japanese counterpart is as rare as a | | | | gave us two ears and one mouth so that we |
| planetary realignment. The more you push for | | | | could listen twice as much as we speak. |
| decisiveness and definitiveness in the | | | | Japanese in business circles have mastered |
| initial stages of negotiation, the more | | | | that art, plus alpha.Bite your tongue and let |
| ambiguous will be the response.The following | | | | the Japanese counterpart take a little of the |
| words spoken by a Japanese to the uninitiated | | | | initiative. They will respect you more and |
| foreigner can usually be interpreted as | | | | most likely find a place in their business |
| meaning "No," or "It is no good," or "It is | | | | budget for your product, service or |
| too expensive," or "You are embarrassing me," | | | | proposal...eventually.Richard Posner is an |
| or "Why are you in such a rush?" and a host | | | | author, trader, English-language trainer at |
| of other rejection statements or questions | | | | major Japanese corporations, and an internet |
| which remain unspoken:1) That's so difficult. | | | | entrepreneur. He has resided in Japan for 25 |
| | | | years and has a depth of experience dealing |
| 2) It's difficult for me to say in English. | | | | with the Japanese in business and pleasure. |