Business Japanese Doing business in Japanese is not always necessary because most Japanese companies have at least a few staff members that understand some English. |
Planning Projects When strategically planning how to execute on a potential opportunity and or project, your company will need a veteran Japanese professional who understands the market and can approve the potential project plan, while identifying any critical points to ensure success within Japan.If your account manager or executive is a novice in doing business in Japan, to ensure your success, be sure to approve your overall strategy by an experienced Japanese executive. |
Understanding PeopleWhen the Japanese do business with foreign partners, they try to learn who their partner is, where they come from, what kind of culture they have and if they will be able to adapt to doing business in a Japanese way. They will need to understand who the executives are they are working with and will need to do some research on background information of those they are working with, however, character and personal attribute of those involved will play a major role when the Japanese decide who to work with. Since the Japanese are usually interested in long-term relationships, when they choose their partner, they will try to identify common creeds, beliefs, thinking patterns, and or hobbies of each member of your Japanese project team.If they are successful, they will feel closer to and more comfortable working with their partners. Entertainment, including but not limited to business dinners are essential to successfully positioning one within the project team. If you are a part of your company's Japanese team, you will be asked questions about your hometown, academic background, working experience, family, hobbies, and many others. You may also be asked if you can use chopsticks, if you like sushi, or if you like karaoke. Some people may get a little offended by these questions if they do not understand why they are being asked these standard questions.The Japanese may be trying to determine how flexible you may be and how well you will adapt to the cultural needs and wants of the Japanese. Believe it or not, most of the Japanese who do not have experience with people outside of Japan do not know that "westerners" are now accustomed to chopsticks and that sushi is one of America’s favorite foods. |
Understanding CultureBecause of the way business is done in Japan, it is imperative that the account manager truly understands the culture in Japan.
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Building Japan-Ready Account Manager While training executives and account managers, we are not only focused on training individuals about Japanese culture, but also about Japanese industry. Our professionals work closely with your team so they will understand the market and create strategies that work within your industry. |
Lost in Translation? Due to the lack of understanding of the spoken English language, Japanese may choose the wrong words to express their opinions and or feelings. Often Japanese say “yes” on every single pause you make between phrases which only means that they are listening to you.Some may use provocative and or very emotional words due to their lack of knowledge of the English language. This is why it is so important for veteran Japanese business executives to monitor communications and ensure that everyone is on the same page. |
Negotiator Japanese When negotiations occur with Japanese partners, you will need to know every detail of the other teams intentions and their motions. You will need to have Japanese professionals to assess every step of the situation, while creating the best negotiation strategy to achieve your goals. |
Proposal We will take a close look at each case and conduct a quick yet detailed research project to understand your company's opportunity within Japan. |
Account Manager Training for Japan
When your company is positioning itself within Japan, it is extremely important to understand that successfully doing business in Japan is simply different from doing business throughout the world.
Just because an account manager has been successful overseas, does not necessarily mean he or she will be successful in Japan. Therefore, it is imperative to properly train account managers and executives not only about the Japanese culture, but also about how to do business in a Japanese way.
Although Japanese language skills help, executives must be experienced and have the necessary skills to ensure everyone communicates appropriately to ensure success over time.
To be successful, the account manager must be focused and be able to manage all of the stakeholders involved to ensure products and services are delivered as promised, while executing with the utmost honesty, integrity, and diligence.
It is important for the executive to know how to appropriately show Japanese partners that this is the case.
Even when a manager has a reasonable track record within the Japanese market, it is important that an individual is not overconfident and does not assume that just because he or she has had some success in Japan, nothing is definite within this new environment.
Success rides on successfully understanding ones situation and staying focused on ones goals over time.
The experienced Japanese executive will learn quickly from the situation and will be able to identify future opportunities while suggesting the best strategy to cope with any situation, but for those who are new to doing business in Japan, such suggestions or interpretation of the current situation might sound feasible but would rarely work when proposed to a Japanese partner. Therefore, it is imperative to understand all of the nuances of doing business to successfully execute within Japan. What might sound like a “silly” strategy to some, to a trained Japanese business executive the “silly” option might be the only way to execute. Interpacific Network Corporation offers a mentorship program, which over time trains your account managers how best to be successful throughout Japan.