Negotiating with New Japan

Outcomes

By the end of this seminar, delegates will be better able to secure favourable deals with their Japanese partners through:

• Knowing their own style of negotiating and the underlying cultural assumptions it reflects
• Having a deeper understanding of Japanese business culture: what motivates the typical Japanese business man (sic) and how he prefers to negotiate
• Being able to modify their communication style appropriately and harmonise more successfully with Japanese expectations
• Knowing how to influence Japanese partners through adopting a more successful approach to negotiation

The Programme

Typically, a two-day programme would cover the following:

Know Thyself: In the context of your own home culture, how do you negotiate now? What are the parameters of good negotiation - skills and approach? Use will be made of instant scenarios for enactment and feedback.

4C Model of intercultural negotiation: Culture, Corporate, Communication, Contrasts:

• Culture Japan: an interactive briefing focusing on areas of Japanese culture of specific relevance to negotiating practices: Gaman, Enryo, Makoto, Honne/Tatemae, Giri, Nemawashi etc
• Corporate Japan: the structure and dynamics of typical 21^st Century Japanese companies
• Communicative Japan: real-time issues: how should we modify our communication style in order to achieve greater clarity, control and cooperation?
• Contrasts: clarification of major differences in approach and style to negotiating and exploring ways to reconcile them

From Theory to Practice: enactments of simple negotiating scenarios, drawn mostly from the delegates' own business reality to try out new techniques and approaches

Q/A: a final question and answer session to clear up any remaining issues

Action Plans: what to take out of the seminar? What transfer to business reality? Delegates commit to personal change.