Effectiveness Of Japanese Assertiveness

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Assertiveness
The Japanese have their own ways of approaching and asserting themselves when it comes to business. According to Nishiyama (2000), it is difficult to approach a Japanese businessman without a proper introduction from an introducer (p. 44). It is also impossible to approach a Japanese businessman through letter or email, telephone call, or even paying a visit in person unless you have an appointment (Nishiyama, 2000, p. 44). If they really have to do business over a letter or phone call, they would start the conversation by apologizing first to the receiver because they feel that these techniques are too impersonal (Nishiyama, 2000, p. 45). They are cautious of choosing foreign business partners and hesitate to do business with someone without prior knowledge of their prospective partner’s credibility and reputation. If there was a situation where an aggressive salesperson comes without a proper introduction or appointment, that person will be politely refused (Nishiyama, 2000, p. 45).
The Japanese have a unique way of introducing themselves and having expectations of how foreigners should be introduced when doing business with the Japanese (Nishiyama, 2000, p. 50). Japanese businessmen should not introduce themselves instead, they should be introduce or recommend by someone who has a good relationship with the company to allow the Japanese to know where to place you in the hierarchy (Kwintessential, n.d.). Before doing business with the Japanese, one must know the job title, company affiliation, and seniority rank or age to determine how language will be use, the manner in which one will be speaking, and nonverbal behavior. American businessmen should only have positive attitudes toward the Japanese because of thei...

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...attitudes or organization. If the question seems too personal, a vague or general answer can be given and the Japanese will understand (Cultural Etiquette: Japan, n.d.).
Gift giving is also a frequent gesture for first meetings and the start of a new relationship. By not giving a proper gift can ruin a good business relationship (Cultural Etiquette: Japan, n.d.). One should always be prepare to give and receive a gift at the end of the first meetings. The gesture of gift giving is more important than the price of the gift. Always present the gift in a modest fashion and saying something like “This is just a small token” or “This is an insignificant gift.” A gift should not be given to anyone unless you have enough for everyone and do not give a gift with your company’s logo on it. It should be neatly wrapped with good appearance (Cultural Etiquette: Japan, n.d.).

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