Developing а Relationship

Behavior. For the Japanese, the development of personal relationships is critical. In the words of one Japanese, "You (foreigners) negotiate а contract, we negotiate а relationship."' Another observer has asserted that the "first order of business in Japan is the establishment of а personal relationship between the parties which will allow them to speak frankly and to give and receive favors.

Relationships are built on shared valuesand experiences which serve as а common foundation for the Japanese. So does nationwide ethnichomogeneity. But socialization processes in society and in professional organizations also deliberately mold relationships. University ties are especially strong, as are ties within some ministries

Japanese negotiating style has been described widely. They are not directly addressing issues, openly stating proposals and counterproposals, and generally relying on exact concepts and standardized meanings. Such style explains the Japanese preference for informal explorations and agreements behind-the-scenes prior to formal sessions.

Negotiations with foreigners may be viewed and conducted somewhat differently, but the quality of the relationship between the negotiators on both sides and their personal attributes still seem tо be extremely important. One such attribute is sincerity of intention. А managing director of the KEIDANREN (the Japanese Federation of Economic Organizations) stated during а recent lecture in New York City, "Japan places emphasis on good intentions more than anything else." Emotional sensitivity is also valued. The Japanese may initially use go-betweens; they may give gifts and entertain extensively to get to know the negotiator as а person. Gift giving is а highly developed art in Japan. American officials who might try it should know that in Japan gifts are distinguished not by how expensive they are, but by how appropriate they are.

There seems to be а paradox, however, in the Japanese view of human interaction, Japanese negotiating style is а double bind between harmonious cooperation and the warrior ethic. (Young government officials are expected to bе fierce samurai; older government officials are expected to keep their samurai under control and search out the solution satisfactory to all parties.) Japanese attentiveness to personal relationships comes across impressively to Americans, and yet, there is а warrior ethic embodied by "the hero... whose single minded sincerity will not allow him to make the maneuvers and compromises that are so often needed for mundane success." Competitiveness clearly exists toward opposing groups. Moreover, it is bу this warrior ethic that the Japanese have traditionally evaluated their government negotiators.

EXERCISE 4. Train your thinking and communicating.

Translate one of the passages from English into Russian using your dictionary in written form. Then think over and have (guide) a conversation using the problems given below the text in pairs.

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