Executive Training-Project J.A.P.A.N.

Productive Associations & Negotiations

The relevance of Project J.A.P.A.N

training course covers a wide range of aspects of the Western/Japanese business elationship that is not covered in anyone book available today. These aspects range from, trading matters, penetrating the Japanese market, understanding the Japanese culture, and many others. There is no single publication that we know of that can compare to the comprehensive subject matter covered in PROJECT J.A.P.A.N. (PJ).

The issue
of business negotiations between Western and Japanese business people is probably of greater importance today than ever before. Those books or educational courses that do cover this subject often spend little or no effort on the explanation of basic Japanese character or psyche. Most books or educational material related to the negotiation process give limited insight into the historical behavioral characteristic of the Japanese people within their own society.

We often
will learn of their negotiating postures, but, we are not given the basic root cause of why this posture is part of an overall cultural characteristic. When a Westerner sits down with another Westerner, whether he or she be French, German, English or whatever, there are certain expectations of behavior that are common to Western culture. These behavioral patterns can be either verbal or nonĀ¬verbal, but they are predictable to a degree. When Westerners face their Japanese counterparts in a negotiation process, they are confronted with a completely unknown set of behavior patterns. Even if they have learned by experience or from study material, that certain patterns of behavior or posture can be expected, they may still not know the reason why such behavior is presented. PJ provides this information and insight.

Books that
describe certain Japanese negotiating postures or methods do not provide an in depth analysis of the cultural or spiritual foundation of their behavioral patterns. These patterns of behavior are set into the Japanese character at an early age. These traits are compounded throughout their lifetime to form a virtually obligatory character profile.

it is vitally important to know WHY the Japanese behave in certain ways to facilitate our complete understanding of HOW they behave. It is easy to know HOW a Japanese guest will react to a Western business or sales presentation, but, its quite another matter to know WHY he reacts or doesn't react.
A further example of HOW and WHY can be illustrated by the fact that many Westerners know that the Japanese like to develop a business relationship over a period of time. This time frame may be months or years before an acceptable agreement can be reached. We may know HOW they conduct themselves toward this end, but, few Westerners understand WHY the Japanese act this way. PJ endeavors to explain this action in the context of the Japanese within their own society.

To fully
understand the HOW by knowing the WHY, it is of the greatest importance to study the basic history of the Japanese people. We should look at their origin as a people, the beginning of their written history, their spiritual and religious beliefs, their language development, and their traditional inter-personal relationships. PJ summarizes this historical characterization and places it in context to the negotiation process.

Project Japan
is an executive training course, designed to help Western companies to negotiate effectively with the Japanese. We also accept assignments to analyze problems that companies may be experiencing with their current Japanese partners, or distributors etc. We have a solid record in this area. 

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