Business Guide to Japan

Everything you need to know to win at the business game in Japan is explained in this no-nonsense guide. Learn how to penetrate company bureaucracy, how to read the subtle signals of "belly talk," how to win the name-card game and how to master the art of business at night. Here are all the practical tips and insider's hints you need to come out on top inyour dealings with the Japanese.

Boye Lafayette De Mente worked for several years as an editor of newspapers and magazines in Tokyo and has written many books on Japan's language and culture, including The Japanese Samurai Code, Survival Japanese and Instant Japanese. He lives in Paradise Valley, AZ.

PREFACE The "Smell and Taste" of Japanese Companies	1	(5)
The Strange Bedfellows	6	(4)
The Culture of Emotion	10	(5)
The Resentment Factor	15	(3)
The Role of Groupthink	18	(4)
The Faction Factor	22	(3)
Using the Art of the Belly	25	(3)
Communicating Heart-to-Heart	28	(4)
Management by Intuition	32	(3)
Pass the Zen, Please	35	(3)
Putting Your Best Face Forward	38	(6)
Identifying Your Company	44	(4)
Knowing What You Are Talking About	48	(7)
Coming Up with the Right Bait	55	(3)
Focusing In on the Right Connection	58	(5)
Finding the Right Connection	63	(5)
Putting Your Life on the Line	68	(3)
Avoiding the Second-Class Pitfall	71	(2)
Going In Alone	73	(2)
Fighting Spirit	75	(2)
Rules of Employment	77	(2)
Going In with a Japanese Connection	79	(3)
The Importance of Going to Japan	82	(2)
Greasing the Skids	84	(4)
Getting Help from Experts	88	(4)
Borrowing Face from Advisors	92	(3)
Inviting the Japanese to Visit You	95	(4)
The Structure of a Japanese Company	99	(9)
The Spirit.of Japanese Companies	108	(3)
Making the First Contact	111	(5)
Getting the Still Useful Bow Down	116	(2)
The Business Card Game	118	(4)
Getting Acquainted	122	(4)
How to Recognize "No"	126	(5)
The Role of the Greeting Ritual	131	(3)
Seeing behind the Facade	134	(3)
The All-Important Pre-Agreement Meetings	137	(2)
Revolving the Roots	139	(3)
I Will Do My Best	142	(2)
I Understand You	144	(2)
The Written Document System	146	(4)
The Importance of Following Up	150	(2)
How to Use Interpreters	152	(3)
More on Failing to Follow Through	155	(3)
Dealing at the Negotiating Table	158	(3)
Killing with Silence	161	(3)
Beware of Using Logic	164	(2)
Mastering the Art of Doing Business at Night	166	(4)
The Importance of a Hidden Art	170	(3)
"Nomi-nication": Gathering Wisdom in Bars	173	(2)
Let's Have a Drink	175	(3)
Business on the Greens	178	(4)
A Dash of Culture	182	(3)
And a Pinch of Sex	185	(4)
When the Going Gets Tough	189	(3)
Why the Japanese Are Quality Conscious	192	(5)
The Kaizen Factor	197	(2)
The Art of Servicing Customers	199	(2)
Putting On a Loving Face	201	(2)
Grinding Sesame Seeds	203	(2)
Making Hay in the Japanese Market	205	(2)
Going after the Young	207	(4)
About the Author	211

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Business Guide to Japan

Summary

Author Biography

Table of Contents

Supplemental Materials