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Educational Software Cooperative 4
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busines.dat
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1991-02-17
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PRELIMINARIES:
Research the firm you are approaching. Is it a subsidiary
or a subcontractor to another firm? Is it affiliated with
a group of companies (keiretsu)? What is its bank affil-
iation,its customers,its suppliers? Set up an interpreter
and a go-between.
Use a tested interpreter and brief him before the meeting
on points important to you. He should have some understanding
of the topic and possess rhetorical ability.He should be
able to help you understand what is not being said and the
asides in Japanese.
Japanese businessmen treat people more positively when they
come recommended by a contact.
The best introduction is from a high-level executive from
a company or bank related to the company you are approaching;
or a family friend; or a teacher of the person you are
meeting. Firms have been setup to act as go-betweens for
foreign firms who seek partners and outlets in the market-
place. An example is SEIBU International Ltd for the
department store group. Go-betweens can interpret one side's
view to the other, smoothing out the edges.The go-between
expects some form of compensation, be it direct payment or
perhaps a complimentory trip to a nice resort. The
go-between should be of status equal to the people he
contacts (usually on the mid-management level). He
should have an understanding of American business practices
and culture.
Do not be too quick to shake hands. Do not use 'SAN'
until you know the person.
Dress conservatively. In Japan, adults seldom wear
flashy designs and colors. (Woman should wear reasonably
long and loose skirts - no pants).
BUSINESS CARDS AND GREETINGS:
Always have business cards ('meishi') with one side printed
in English and the other side printed in Japanese.
These should indicate your name,title,and company.
Make sure that everyone receives the same card or
handout or gift.
Store the cards in an attractive metal holder. Do not use
a plastic card case. Gold plate is preferred.
Do not run out of cards when you are making calls
or receiving visitors. You may need at least fourty
or fifty for a large meeting.
Never take the card out of your back pocket.
Present the card with both hands with the Japanese
side up.
Stand up when you present or receive a card.
Place the card of the person speaking to you in front
of you during discussions. This will inform you
of the level of the person who is speaking and
the position and status are indicators of how
a visitor should conduct himself.