| All too often Americans (like me) think that we | | | | sales negotiators like to focus on the here and |
| know everything. The reality is that our society | | | | now. Japanese sales negotiators realize that this |
| has only been around for a bit over 200 years | | | | deal is just part of a much bigger relationship. |
| and we're just getting started. That's why it can | | | | After the details of the agreement have been |
| be valuable for a sales negotiator to take a look | | | | worked out and it appears as though you are |
| at how societies that have been around for | | | | close to closing the deal, members of the |
| 1,000s of years negotiate. Like, say, Japan. | | | | Japanese team will pause. They will consider if |
| The U.S. really started to take a look at how we | | | | they really want to do this deal with you - is it |
| dealt Japan in the 1980's when trade between our | | | | going to be worth it in the long run, or are you |
| countries exploded. What people quickly realized is | | | | just going to be too much of a hassle to deal |
| that both sides of the table were fundamentally | | | | with? This moment is called KAN - reaching |
| different. There for the first decade or so, U.S. | | | | "heavenly approval". |
| negotiators were getting taken to the bank more | | | | 3. Time & Money: the Japanese view the |
| often than not because the Japanese sales | | | | sales negotiation process differently than their |
| negotiators were doing a better job. | | | | Western partners do. We in the west see it as |
| Over time HOW these negotiations were being | | | | something to race through and quickly get done |
| conducted was closely studied. Three techniques | | | | with. The Japanese view it as something to be |
| quickly became apparent: | | | | nurtured. They set aside enough time to do it |
| | | | properly. They resist attempts to wrap it up |
| 1. Considered Response / Respectful Silence: | | | | quickly. They will revisit points over and over |
| when Japanese sales negotiators are on the other | | | | again in order to test your resolve. This is how |
| side of the table, be prepared to sit quietly. | | | | Japanese sales negotiators turn time into money. |
| Western sales negotiators don't know what to do | | | | It is entirely possible to enter into sales |
| when nobody is talking - and the Japanese know | | | | negotiations with Japanese partners on the other |
| this. They can sit, work out math problems, draw | | | | side of the table and come out with an |
| in long breaths, etc. and say nothing for minutes | | | | agreement that you feel good about. However, |
| at a time. This is all designed to get you to | | | | you need to fully understand how they see the |
| become flustered and give in on a point or say | | | | world and adjust your sales negotiating style to |
| something that you shouldn't say. | | | | this situation. |
| 2. KAN - "Seeking Heavenly Approval": Western | | | | |