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MGT 670F: Contemporary Issues in International Business. Negotiating Japan. Ryan Armstrong Gregory Kelly Kazuo Miura Jamie Ortiz Jeremy O’Brien. We all know about Japan…. We’ve studied – Bowing with Grace Displaying Respect The Meishi Pass Pleasantries

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Mgt 670f contemporary issues in international business
MGT 670F: Contemporary Issues in International Business

Negotiating Japan

Ryan Armstrong

Gregory Kelly

Kazuo Miura

Jamie Ortiz

Jeremy O’Brien

We all know about japan
We all know about Japan…

We’ve studied –

  • Bowing with Grace

  • Displaying Respect

  • The Meishi Pass

  • Pleasantries

  • Never-ending Spiral of Gift Giving

However what sort of difficulties do we face
However, what sort of difficulties do we face?

On the Home Front?

  • Privacy

  • Garbage

  • Friendship

  • Communication

In the work place
In the Work Place?

  • Working Hours (zangyou)

  • Vacation (paid leave vs. sick days)

  • Parties

  • Vagueness (contracts, silence, attitudes…)

  • Certainly we have a Love / Hate Relationship

But also with

But also with… society…

Chrysanthemum and the sword
Chrysanthemum and the Sword society…

  • Old vs. New

    • Ise Jingu

  • Traditional vs. Ultra-Modern

    • Temple and the Skyscraper

  • Self-condemning vs. Ethnocentric

  • Harmonious vs. Cutthroat

  • Senpai vs. Kohai

  • Isshoukenmei vs. Gamman

  • “I want to be different just like all my friends”

Negotiating japan
Negotiating Japan society…

  • Provide a framework for Negotiating Japan

  • Ishida Takeshi 1984

  • "Conflict and its accomodation: Omote-ura and uchi-soto relations"

Negotiating in japan
Negotiating in Japan society…

  • Omote: Public setting (outside)

  • Ura: Private setting (back)

  • Uchi: In-group

  • Soto: Out-group

  • Tatemae: Person’s public position

  • Honne: Person’s real intention

The uchi soto dimension
The Uchi-Soto Dimension society…

  • In-Group vs. Out-Group

  • A series of concentric circles

Maintaining social integrity and avoiding conflict
Maintaining Social Integrity and Avoiding Conflict society…

  • The flexibility of the border between uchi and soto

    • Village Head

    • Secton Chief

Problems society…

  • “We” and amae

    • Not all members feel the same

    • Owners vs. workers

      • Not “we” but “they”

Dependent revolts
Dependent Revolts society…

  • Motivated by the desire for amae

    • Attract attention for more benevolent treatment

  • Expression of ambivalent feelings

    • Exclude target of attack

    • Dependent on and in psychological sense trying to include

Conflict society…

  • Can be avoided

    • Enlarge in-group

    • Absorb opposing parties

      • Common enemy

  • “Conflict with out-groups increases internal cohesion”

Omote ura
Omote-Ura society…

  • Front Region

    • Public

    • Formal Arena

    • On Stage

  • Back Region

    • Private

    • Informal Arena

    • Backstage

Example society…

  • At the Office

  • A group gathered at an Izakaiya

  • Individuals at an Izakaiya

Walter bagehot

Omote society…

“Dignified Part”


“Efficient Part”

Walter Bagehot

Omote society…

  • Publicly Legitimate

  • Dramatized and Dignified Element

  • Formal and Rigid

Ura society…

  • Privately Allowed

  • Practical and Efficient Elements

  • Informal and Flexible

Hierarchy society…

  • The superior decides how much Ura is permitted

  • Even those at the same level use Omote-Ura

    • 2 JCHEMBAs at The Shack

    • + An Outsider

Omote soto
OMOTE - SOTO society…

  • Setting: Formal meeting with out-group parties

  • Conflict avoidance - preserve harmony

  • No concessions should be made

  • Partial information exchange - tatemae

Omote uchi
OMOTE - UCHI society…

  • Setting: Surface meeting with in-group members only (internal)

  • No conflict should exist, some might

  • Preserve tateshakai practices

  • Increased informational exchange

  • May discuss honne to determine tatemae

Ura soto
URA - SOTO society…

  • Setting: Informal meeting in public setting (Golf, dinner)

  • No conflict

  • No information exchange concerning negotiation topics

  • More information exchange to develop relationship

Ura uchi
URA - UCHI society…

  • Setting: Informal meeting in a private setting (izakaya, private room)

  • Open conflict permissible

  • Full information exchange - Honne

  • The real deal – open conflict/dispute resolution

If you are a foreigner in japan
If you are a foreigner in Japan... society…

  • Need to resolve conflict within the organization; or

  • Need to resolve conflict with an outside organization.

Negotiating in japan1
Negotiating in Japan society…

  • Good luck…

  • … Let’s be careful out there.