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Quelques conseils pour etablir/entretenir des relations de business avec des japonais

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Michael_Voyageur
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Inscrit le: 21 Sep 2003
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MessagePosté le: 20 Nov 2003 21:22    Sujet du message: Quelques conseils pour etablir/entretenir des relations de business avec des japonais

 Note du Post : 5   Nombre d'avis : 3
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Voila un article paru dans un quotidien americain : Arizona Business Gazette.

L'article est malheureusement tres superficiel, limite et il faut etre tres prudent : prendre une bonne distance/savoir nuancer les infos (tres stereotypees) donnees dans l'article... Mais au moins le sujet a le merite d'etre interessant et peut donner lieu a un debat, des conseils reellement utiles, en approfondissant un peu les debuts de pistes donnees par l'auteur.

Source : saclark.com
Vu sur : azcentral.com


Pointers for doing business in Japan
Nov. 20, 2003 12:00 AM


A reader recently e-mailed me to express his frustration in trying to do business with a company in Japan. He had met with company officials several times, and they were interested in his product, but they never followed up.

When doing business in Japan, remember that the culture is rooted in a society thousands of years older than our own. Do not assume that Japanese culture is similar to American culture. You inadvertently may insult your potential business partners.

Several key points to keep in mind:


Relationships.
To the Japanese, a long-term personal relationship with you is just as important as any proposed business deal. It will take several visits before they relax their formal bearing toward a new visitor. Once they trust you as a person, they will start to consider doing business with you. Never give them any reason to distrust.

Pace.
Events always unfold slowly in Japan, and form is as important as substance. What usually takes a day in the United States may take several weeks or more in Japan. Accept this attitude and do not appear overly anxious; otherwise you will cause the pace to slow down even further.

Status.
Japanese business people are very conscious of status within a business. Before arriving in Japan, learn all you can about organizational structure, including the names, titles and positions of key executives. They will want to know the same detail about your organization as well as your position. Include a corporate overview and brochures as the initial part of your presentation.

Business cards.
Make sure you arrive with plenty of business cards; if possible, print the information in Japanese on the reverse side.

Exchanging business cards is an important ritual in Japan. Hold your business card with both hands - with each hand in one of the top corners - with the card facing your recipient. This indicates you consider your card to be important. Offer the card to your recipient with a slight bow.

When Japanese business people (of any rank) present cards to you, return the slight bow, take the card in both hands and read it thoroughly before putting it away. Also use this time to commit the giver's name and title to memory.

Titles.
Once your title is known and where you fit in your organizational structure, the Japanese probably will assign you a company "host" who is their perceived counterpart of your title.

Your host will introduce you to the senior executives first then work down. Everyone will have business cards, even secretaries, so be prepared for the business-card ritual and do not rush it. The higher the managerial level of the person, the more pronounced your bow should be; the deepest bow would be about a 45-degree angle, the shallowest would be a nod.

With this ritual complete, you will be able to work with executives at all levels of the company. If you are several levels below company president, consider bringing the president along on your initial visit. Your hosts will interpret this as a sign that the project is of great importance. This should open doors faster in the Japanese business.

Letters.
Proper letter writing is serious business in Japan. Although letters are accepted in the American style, yours will be more respected if you follow the Japanese structure. Several rules I try to follow:

After the date and address, begin with the salutation. Instead of writing "Dear Mr. Hayashi," consider using the person's last name, a dash then a title (in Japanese). If Mr. Hayashi is the chief executive, write, "Dear Hayashi - daitouryou"; daitouryou is Japanese for "chief executive."

Other suffixes may include eguzekutibu (executive), joumu (executive director), toukatsubuchou (executive manager) and kanji (executive secretary).

Never discuss the purpose of your letter in the first paragraph. Start with a comment about the weather or another subject - consider this a mood-setter. In the paragraphs that follow, you can get down to business. The final paragraph should be similar to the first.

The closing should read Keigu, which means sincerely, followed by your name on the next line.

Negativity.
The Japanese never like to deliver negative news, so they may avoid saying "no." Remember that "yes" actually may mean "we understand what you are telling us" and nothing more.

Omiyage.
This is the Japanese tradition of gift giving. Whether you meet in their country or yours, an exchange of gifts, usually at the start of the meeting, is customary. This is not a bribe; the Japanese consider this proper form.

Socializing.
If you dine out with your Japanese hosts, use chopsticks at meals and do what they do - even if they offer forks and Western food. If they offer beer, ask for a Japanese brew. If the dinner is at their invitation, they expect to take the lead in what is discussed. Usually, this will not involve business.

Trading partner.
Americans do not understand the many potential traps in dealing with Japanese companies. Usually, your best course of action is to engage a Japanese "trading company" (the equivalent of a manufacturers' representative) to assist you in proper protocol and dealings with Japanese businesses. They will be your guides in all things Japanese, including what to do when, what gifts to give to whom and where to sit at dinner.

Maintain the right perspective in your contact with Japanese business people. Treat them with respect and dignity according to their customs, and you ultimately should succeed.


Visit the Company Doctor's Web site at www.saclark.com for more small-business advice.
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Michael_Voyageur

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Learn as if you were to live forever...


Dernière édition par Michael_Voyageur le 21 Nov 2003 10:52; édité 1 fois
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MessagePosté le: 20 Nov 2003 22:48    Sujet du message:

 Note du Post : 4.33   Nombre d'avis : 3
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Si je suis en ce moment un cours de Japonais ainsi qu'un programme de Commerce Internationnal, c'est pour éventuellement faire des affaires avec le Japon plus tard, que ce soit en tant que transitaire (Ce qu'ils appelent "Trading Company" dans l'article de Michael), en tant qu'importateur ou qu'exportateur.

Ce sujet m'interresse donc énormément, merci Michael ! Est-ce que des gens du forum ont déjà eu des expériences de commerce avec le peuple nippon ? J'apprends beaucoup de choses passionantes dans mes cours respectifs mais rien ne vaut l'expérience, alors si vous avez des conseils, n'hésitez pas ! (Sauf si vous voulez gardez vos "trucs" personnels bien sur Wink)
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