Hidden Differences Doing Business with the Japanese

by Hall, Edward T.; Hall, Mildred Reed

• ISBN13: 9780385238847
• ISBN10: 0385238843
• Edition: Reprint
• Format: Paperback
• Copyright: 1990-05-18
• Publisher: Anchor

Summary

An analysis and explanation of the unstated rules of Japanese-American business relations. By drawing Western readers into the world in which they must function, the Halls simplify the process of adapting Western ways to a new environment.

Table of Contents

Preface	p. ix
Acknowledgments	p. xiii
Introduction	p. xv
Key Concepts
Culture is Communication	p. 3
Fast and Slow Messages: Finding the Appropriate Speed	p. 5
High and Low Contexts: How Much Information is Enough?	p. 7
Space	p. 11
Territoriality	p. 12
Personal Space	p. 12
The Multisensory Spatial Experience	p. 13
Unconscious Reactions to Spatial Differences	p. 14
Time	p. 15
Time as Structure	p. 16
Monochronic and Polychronic Time	p. 16
The Relation Between Time and Space	p. 19
Polychronic Time and Information	p. 20
Time as a Measure of Competence	p. 22
Past- and Future-oriented Countries	p. 22
Time as Communication	p. 23
Tempo, Rhythm, and Synchrony	p. 23
Scheduling and Lead Time	p. 24
The Importance of Proper Timing	p. 25
Appointments and Keeping People Waiting	p. 26
Information Flow: Is it Fast or Slow and Where Does it Go?	p. 28
Action Chains: The Importance of Completion	p. 30
Interfacing: Communication One on One	p. 33
Summary	p. 35
The Japanese
Introduction	p. 39
Historical Background: Context for Japan Today	p. 40
The Castle and the Village	p. 41
Leadership: The Warrior	p. 42
Modern Japan	p. 44
Order and Rank	p. 44
The Family: Absent Father, Omnipotent Mother	p. 47
Territoriality: Crowding Without Contact	p. 48
Education: Conformity in the Classroom	p. 49
The Younger Generation Today: Loosening Up	p. 51
The Sea of Information	p. 52
The Vocabulary of Human Relationships	p. 54
Amae	p. 54
Giri and On	p. 56
Ningen Kankei	p. 58
Other High-Context Terms	p. 60
Japanese Business
Corporate Philosophy	p. 65
The Team and the Work Ethic	p. 65
Joining a Major Company	p. 66
Japanese Workers: The Ultimate Team Players	p. 68
Loyalty	p. 69
Responsibility	p. 70
Quality Control Circles	p. 71
Service Orientation	p. 72
The Organization	p. 73
The Structure	p. 73
The Information-based Organization	p. 75
Promotions	p. 76
Leadership	p. 78
Hierarchy: Business Cards and Bows	p. 80
Collective Decision-making and Consensus: The Ringi--Slow, Slow; Fast, Fast	p. 81
Long-term Planning	p. 83
Strikes	p. 84
Women in Business	p. 86
The Future	p. 87
Why Japanese Business Is Successful	p. 88
"Japan, Inc."	p. 90
The Banks and the Company	p. 92
Business, Large and Small	p. 93
The Japanese Market	p. 93
The American Company in Japan
Starting Business in Japan	p. 97
Some Common American Expectations	p. 97
The Need for a Long-term Plan	p. 98
The Japanese Connection	p. 103
Learning the Language	p. 105
Friendships: Essential Relationships	p. 107
Entertainment and Gifts	p. 108
Establishing Japanese Operations	p. 110
When Things Go Wrong	p. 112
Communication and Negotiation	p. 114
Time: Flexibility and Shifting Systems	p. 114
Meetings: Getting to Know You	p. 116
Negotiations: Everybody Wins Something	p. 117
Presentations: Logic vs. Indirection	p. 120
Saving Face: The Key to Successful Interactions	p. 124
Contracts and Attorneys	p. 128
Managing in Japan	p. 130
Relating to Your Japanese Staff	p. 130
The Importance of After-Hours Socializing	p. 132
Problems with the Home Office	p. 132
Marketing, Selling, and Distributing	p. 135
Marketing: Learning from the Masters	p. 135
Advertising: Releasing the Right Response	p. 138
Public Relations	p. 141
Sales: Time Well Spent	p. 142
Distribution: Crucial Networks	p. 143
Advice for Americans	p. 145
Afterword	p. 153
Glossary	p. 157
Reading List	p. 161
Index	p. 167
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