Building rapport in business environment The role of

Building rapport in business environment. The role of informal issues. The USA and Japan.

Under the influence America - Is a new country - The will to achieve “American Dream” - Event 9/11 Japan - Population density - Isolation

Communication in the USA and in Japan

Communication in the USA • Personal space is influenced by status. A person of high status is normally instinctively granted more space • Touch. Compared to other cultures, Americans rarely touch each other, limiting themselves to handshakes and occasional pats on the shoulder or arm in business relationships, or hugs in closer friendships. • Speaking volumes. White Americans typically interpret raised voices as a sign of anger or hostility.

Communication in Japan • Smiling Asians, in contrast, smile with greater frequency than Americans, using the expression to smooth over awkward or embarrassing situations, which may appear inappropriate to Americans. • Agreement “Yes” does not always mean “yes” among Asians. In order to avoid conflict and maintain smooth, pleasant relations, Asians rarely say no directly. “Yes” may mean “maybe” or “I’ll consider it

Leadership and decision-making in the USA and Japan

Leadership and decision-making in the USA • American managers are expected to lead in a way that generates confidence in the workforce. Tough leaders who get results are particularly admired. • On the other hand, managers are expected to arrive at decisions only after consulting their teams and colleagues, and to convince them by logic rather than by feelings or intuition. • An autocratic style is not liked: inspirational is what really wins followers. • Set high targets for yourself and others, and give clear orders and opinions. • In the US there is no formal bar to the advancement of women in any trade or profession, and the two sexes receive equal pay for equal work. • It’s best to observe the etiquette.

Leadership and decision-making in Japan • Japanese managers like to understand the background and reasons for decisions and proposals. • Be patient — nemawashi(before reaching the decision- making stage) and ringi-sho( arriving at a decision) mean that they may be slow to decide, but once they do you can expect fast implementation. • Japanese managers rarely give direct orders: they hint at what is needed instead. Not ‘The company has decided’, but ‘We have decided. ’

USA and Japanese socializing and gift-giving

USA socializing and gift-giving Like many other aspects of American life, business entertaining and socializing is often informal. • Eating: Americans tend to eat early, with lunch at around noon and dinner at six. • Drinking: Heavy or enthusiastic drinking is frowned. • Smoking: If you need to smoke join those who step outside, or ask if it’s OK if you’re at all unsure. • Dressing: Smart- casual or informal. • Hospitality: Americans are quick to invite you to their homes. Arrive on time and have the host’s phone number in case you’re running late or get lost. Think about leaving by 10 pm: many Americans go to bed early and rise early. • Great gifts: Wine, flowers. A good Scotch used to be appreciated but many Americans now drink less, or prefer lighter spirits. • Avoid giving: Most things are acceptable.

Japan socializing and gift-giving • Evening hospitality offers an opportunity for personal revelation and more relaxed conversation, when you can discuss things off the record and reach decisions. • Karaoke nights are important in team-building. • You might also be invited to expensive restaurants. • Entertaining usually takes place immediately after work. • Keep alcohol under control. • Gift-giving and the creating and resolving of obligations - is an important consideration. • Great gifts: good quality branded goods especially to do with local drink, whisky and golf. The packaging is as important as the gift. • Avoid giving: White chrysanthemums (funeral), even numbers.

Values and attitudes in the USA and Japan

USA Values and attitudes • Individuality: Americans are encouraged to be independent and to develop their own goals. • Privacy: Americans like their privacy and enjoy spending time alone. • Equality: Americans uphold the ideal that everyone "is created equal" and has the same rights. • Time: Americans take pride in making the best use of their time. In the business world, "time is money". • Achievement & Hard Work: Americans seem to always be "on the go", because sitting quietly doing nothing seems like a waste of time.

Japanese Values and attitudes Japanese thought is based on the principles of Confucius: 1)the family was the basic unit of society 2)the father was its leader. Social model includes these values: 1)We are members of a group, not individuals; 2)The father is the leader, and relationships are unequal; 3)Save, stay calm, avoid extremes and shun indulgence — maintain moderation in all things. 4)Respect age and experience. 5)The relationship between a mentoring manager and the learner is important. 6)Dread of losing face - you cannot be trusted.

Cultural style in the USA and Japan

USA cultural style American society: • is focused on systems and tasks • is informal • strict on time • doesn’t believe that showing your feelings has a place in business. • Is target focused

Japanese cultural style Japanese people: • are relationship-focused • formal • very time conscious and reserved • are oriented on a teamwork • prone to concessions • strongly hierarchical • mutual respect

Meetings and negotiations in the USA and Japan

Meetings and negotiations in the USA • You should be open about your aims from the start • People are not always well prepared for meetings, and papers are not always read beforehand • The dress code and seating are usually informal. • Argument and debate are considered constructive and are highly valued. • A tough negotiating style is often used, which can appear rude to non-Americans. • Try not to appear old-fashioned or slow, or get into too much detail. • Concessions may be agreed when time is running out

Meetings and negotiations in Japan • The Japanese are less concerned with what you say (they can read that) than with who you are. • The art of reading feelings through silent meditation and observation • Ishin-denshin, heart-to-heart communication, • They will hear one thing (the content), but understand two, (content and your feelings). • Difference between reality and façade. • Short introductory statement explaining why you’re in Japan • Time spent on a meeting is less important than the procedure • The Japanese negotiating style is impersonal and unemotional

Team-working in the USA and in Japan

Team-working in the USA • Teams in the USA are usually selected on the basis of an individual’s competence, his passion for trying new things, and a reputation for getting results. • You’ll be expected to work long and hard, show energy and enthusiasm and volunteer for anything that you feel you can complete. • • Understand the aims and motivation of other team members, but be there and fight your corner. • Being overly modest or submissive doesn’t work in the USA.

Team-working in Japan • A Japanese team is a group of individuals who work together for the wider good of the company. • The team leader will make decisions, but will not act independently without internal support. • The Japanese are extremely sensitive to what others think of them, are obsessively polite and will shower you with compliments.

Organization in the USA and Japan

USA organization Japanese organization • Office hours are from around 8 am 5 pm • Short holiday breaks • Check emails each free minute • Lack of a normal lunch break • Respond to emails and voicemail messages promptly — certainly within 24 hours • Business hours are from 8 am- 6 pm • Hierarchical structure • Japanese appreciate silence • Job-for-life tradition • Women aren’t expected to stay in the workforce The main rule: time is equated to money The main rule: hard work and long hours.

How to fail America Japan - Make un-PC comments about sex, race and religion - Suggest that Americans lack a sense of humour - Fail to advise of slippage in the project - Slip out for a beer at lunchtime - Try and stand out as an individual in a land of consensus - Try to rush people into an agreement - Ignore Japanese protocol and customs - Talk loudly, gesticulate extravagantly

How to succeed America - Network and be visible - Deliver on time and on budget - Adopt a relaxed and friendly approach - Be supportive: modify proposals, don’t reject them Japan - Spend time building a good relationship - Work hard and earn trust - Stress team achievement, not individual achievement - Study Japanese business protocol

Thanks for your attention!

Degtereva alina bogomazova katya

bilyalova Daria gubjev islam

egieva luiza umarova milana

potapov viktor makovetckaya Daria