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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
chrysanthemum and the sword
Chrysanthemum and the Sword
  • 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
  • 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
  • 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
  • In-Group vs. Out-Group
  • A series of concentric circles
maintaining social integrity and avoiding conflict
Maintaining Social Integrity and Avoiding Conflict
  • The flexibility of the border between uchi and soto
    • Village Head
    • Secton Chief
problems
Problems
  • “We” and amae
    • Not all members feel the same
    • Owners vs. workers
      • Not “we” but “they”
dependent revolts
Dependent Revolts
  • 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
Conflict
  • Can be avoided
    • Enlarge in-group
    • Absorb opposing parties
      • Common enemy
  • “Conflict with out-groups increases internal cohesion”
omote ura
Omote-Ura
  • Front Region
    • Public
    • Formal Arena
    • On Stage
  • Back Region
    • Private
    • Informal Arena
    • Backstage
example
Example
  • At the Office
  • A group gathered at an Izakaiya
  • Individuals at an Izakaiya
walter bagehot
Omote

“Dignified Part”

Ura

“Efficient Part”

Walter Bagehot
omote
Omote
  • Publicly Legitimate
  • Dramatized and Dignified Element
  • Formal and Rigid
slide20
Ura
  • Privately Allowed
  • Practical and Efficient Elements
  • Informal and Flexible
hierarchy
Hierarchy
  • 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
  • Setting: Formal meeting with out-group parties
  • Conflict avoidance - preserve harmony
  • No concessions should be made
  • Partial information exchange - tatemae
omote uchi
OMOTE - UCHI
  • 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
  • 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
  • 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...
  • Need to resolve conflict within the organization; or
  • Need to resolve conflict with an outside organization.
negotiating in japan1
Negotiating in Japan
  • Good luck…
  • … Let’s be careful out there.