How To Negotiate With Japanese Essay

1439 words - 6 pages

Culture Japonaise, holisme
Collectif Face à un groupe
L’individu seul n’a pas de poids décisionnel
Face à un groupe, hiérarchisé, chaque membre du groupe à un rôle précis, décision sous forme de délégation
RDV très détaillé
Ils sont très rigoureux, tenue importante
L’Age à de l’importance plus ont est âgé on est respecté et haut placé
Placement dans la pièce déterminé en fonction de la hiérarchie
Rester simple, pas de courbette
Tout prévoir à l’avance
Cinq premières minutes : On ne rentre pas dans le sujet phase des préliminaires, laisser parler.
Importance du non verbale, geste et non verbale différent de la France
« Tsuwa » mot qui débute la négociation (à vrai ...view middle of the document...

Par ailleurs, un Japonais n’admettra jamais publiquement qu’il n’a pas compris le sens d’un mot ou d’une phrase. En outre, ceux qui parlent anglais ne sont pas nécessairement les preneurs de décision.
Dès la prise de rendez-vous, qui doit se faire suffisamment longtemps à l’avance, annoncez à vos interlocuteurs japonais qui vous êtes et quel est votre objectif. Cela leur permettra de sélectionner la ou les personnes qui seront le mieux à même de traiter avec vous. Il est indispensable d’être à l’heure.
Il faut soigner tout particulièrement la présentation de votre société et de vos produits, N’hésitez pas à leur envoyer des documents de présentation de vos produits au préalable (en anglais, ou mieux, en japonais).
Lors d’une mission de prospection, emportez toujours des cartes de visites en grand nombre, en anglais, et si possible en japonais au verso. Pour le premier rendez-vous, c’est à vous de présenter votre carte en premier (étant en position de « demandeur »), à deux mains et en vous nommant. Lorsque vous recevrez celle de votre interlocuteur, prenez le temps de lire son nom, son titre et le nom de son service en tenant sa carte de vos deux mains. Manquer de respect à sa carte équivaudrait à l’offenser directement. Une fois les cartes posées sur la table (de manière à indiquer les positions respectives de vos interlocuteurs), les discussions peuvent commencer. Ce n’est qu’à la fin du rendez-vous que vous pouvez ranger ces cartes, sur lesquelles vous n’aurez rien écrit, de préférence dans un porte-cartes ou un portefeuille. Attention : les Japonais n’utilisent que des cartes de petit format (5,5x9 cm, « format américain ») : si vous lui présentiez un format plus grand, votre interlocuteur serait dans l’embarras pour la classer !
En général, les Japonais auront prévu un ordre du jour assez précis qu’il convient de respecter. En début d’entretien, il est souvent utile de préciser à nouveau votre fonction, votre société et l’objet de votre mission. Il est également utile de reformuler tout ce qui va être dit, pour prouver que l’on comprend bien tous les éléments. A la fin de l’entretien, laissez la partie japonaise reformuler globalement en premier, quitte à rectifier par la suite. Il est important, aussi de prendre des notes durant l’entretien (par exemple, les conseils et suggestions de vos interlocuteurs).
Les Japonais font souvent des hochements de tête et des interjections (par exemple « Hai ! »), lors de la conversation. Ceci montre que vous avez leur attention et qu’ils ont compris ce qui vient d’être dit, mais n’a aucun lien avec le fait qu’ils soient d’accord ou pas... Par ailleurs, les Japonais n’aiment pas dire « non » directement. Il faut donc être attentif aux signes de refus, tels que des réponses évasives ou des changements systématiques de sujet. De même, un silence ne doit pas être interprété comme un signe négatif, mais plutôt comme une période de réflexion. Les hommes d’affaires japonais sont

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