I recently visited the Farnborough Air Show to meet a potential client (UK company) and took the opportunity to have a look around the show. Naturally, I honed in on a Japanese company exhibiting there and got talking to the representatives, who gave me the set piece in excellent English about their product. Once we had established I had lived in Japan, the conversation turned to the highlights of the different regions where we all lived and of course, as in any conversation with the Japanese, food. Soon, they had given me a pack of instant ramen they had stashed under the counter, some cute promotional biscuits and an invitation to go and eat with them when I next go over there. Anyone observing this from a Western business mentality would have thought I was blagging free food and an invite out to dinner (why not) but in fact I was doing business the Japanese way. Instinctively, I knew the right topics of conversations and how to start building up those relationships. Whether I get direct business from it or can build up my network, this will have been a good business transaction for us both. Interestingly, the British company they seem to want to do business with is one whose rep has a long experience of working with the Japanese, understands how to form those relationships and indeed met them for dinner when out there and has regularly visited their stand at Farnborough.
This is where the differences in business cultures cause misunderstandings and ultimately less than optimal outcomes-the Western business mentality gets inpatient with the long-term and sometimes vague nature of the relationship building that goes hand in hand with doing business with the Japanese and want to talk ‘results’ and ‘objectives’ straight away. They can’t see the value of Japanese presentations that seem to hone in on promoting local food and sake instead of actually giving out defined business strategies. The Japanese business mentality instinctively mistrusts potential business partners that aren’t aligned to their own values. All very solvable and actually quite enjoyable. Especially if you enjoy Japanese food..