Comments

pose v формулювати, пропонувати (питання, завдання);

mosque n мечеть;

hugging n обійми;

sip n маленький ковток.

8. Japan

Business card rules:

– have your cards printed in English on one side and translated into Japanese on the other side;

– carry your cards at all times;

– when presenting your card, be sure to have the writing facing the person receiving the card;

– present your card with two hands.

When handed a Japanese contact’s business card, study it carefully. Keep the card out and place it on the table in front of you when you are seated. Do not put the card in your wallet or slip it into your back pocket. You will be expected to exchange your card with just about everyone you meet. Have plenty of cards on hand.

Conversation. Topics to discuss include Japanese food, sports (such as baseball), Japan, and other places you have visited. Topics to avoid include your career, World War II, prices, your personal life. Remember, "silence is a virtue" – especially in the Japanese culture. Rather than filling awkward moments with "small talk", recognize that to the Japanese, silence is equated with tranquility.

Punctuality. Punctuality should be observed at all times. The Japanese culture is extremely time-sensitive. The last two phases, bargaining and final agreement, come at the end of a long process of building a relationship and talking about the proposed deal.

Concessions. In Japan concessions are made only at the end of the negotiation process. After all the possible details of the business deal have been carefully discussed, the two parties begin to bargain and make concessions. They quickly come to a final agreement.

Agreements. Written agreements do not play a central role in negotiations in Japan. In fact, a written agreement is usually a small detail at the end of a long process of negotiation. After all aspects of the deal have been discussed and all decisions have been made verbally, an agreement is written up reflecting the decisions. An agreement is presented at a meeting only after both parties have carefully discussed the final version.

Long-Term vs. Short-Term Planning. The Japanese have traditionally focused on long-term business projects. Many projects are begun with the knowledge that they will not produce profits for years. Much time is spent developing a strong and stable relationship and planning a good partnership. This planning will benefit both parties in the long term.

Public manners. Even if you are experiencing displeasure or are upset about something, you should smile to show self-control. "Backslapping" is likely to be seen as a major lapse in etiquette. When you need to blow your nose, do so discreetly, preferably in private, with a paper tissue. Dispose of the tissue immediately. You don’t want to be glimpsed putting a used tissue away in a pocket or purse; this is regarded as rude. Bear in mind: to the Japanese, laughter can mean confusion rather than reacting to something funny. Be careful − the American "okay" sign means "money" in Japan.

Business entertaining. The reason for these get-togethers is for building friendships. Be prepared for a long meal. Karaoke or Sumo wrestling may entertain you. Consider it an honour when you are invited to a Japanese home. Be sure to remove your shoes at the front door; you will be offered a pair of slippers. Follow your host’s lead if you’re uncertain about when to remove your slippers and when to put them on. Chopstick etiquette dictates that you place the sticks on the rest when you are not using them; don’t leave them in your food. Whatever you do, avoid standing chopsticks straight up in the air or pointing them toward your hosts.

Gift-giving. A box of fine candy is an appropriate gift to bring upon being invited to a Japanese home. You may choose to give a more lasting gift (such as a pen and pencil set). If you do so, wrap it in pastel paper without a bow. Keep in mind that odd numbers are considered lucky. When you are offered a gift, thank the person. Before taking it, wait for the person to offer it to you a few more times. As with business cards, accept a gift with both hands.

Drinking etiquette. There are four ironclad rules to obey:

– never pour your own drink;

– always lift your cup when someone is replenishing your drink;

– never let your guests’ cups remain empty;

– take turns pouring for each other.

Drinking is a part of the socialization ritual in Japan; make it a time to cultivate friendships and trust. However, avoid getting too happy! Many American business persons has regretted letting too much sake become a "truth serum" in social encounters with Japanese contacts.

Phases of Negotiation. The negotiation process can be divided into the following phases:

– building a good relationship;

– talking about the business deal;

– persuading, bargaining, and making concessions;

– making a final agreement.

In Japan the first two phases take the longest, especially since personal trust and mutual understanding are important to good business relationships. Thus the last two phases, bargaining and final agreements, come at the end of a long process of building a relationship and talking about the proposed deal.

Concessions. In Japan concessions are made only at the end of the negotiation process. After all the possible details of the business deal have been carefully discussed, the two parties begin to bargain and make concessions. They quickly come to final agreement. Much time is spent developing a strong and stable relationship and planning a good partnership. This planning will benefit both parties in the long term.