Читать книгу Business Guide to Japan - Boye Lafayette De Mente - Страница 14

COMMUNICATING HEART-TO-HEART

A METHOD of communication in Japan that might be described as more refined or more sophisticated than haragei and that plays an equally important key role in dealing with the Japanese is ishin denshin (ee-sheen dane-sheen). This second form of sending and receiving in Japan is often translated as “heart-to-heart communication”—and is what I call “Japanese telepathy.”

While haragei refers to visceral feelings, ishin denshin refers to the traditional philosophy and ethics of the Japanese that make “harmony between hearts” the highest priority in relationships. Adhering to the principle of ishin denshin means never saying or doing anything that would upset a business or personal relationship.

This is another aspect of Japan that in the minds of the Japanese separates them from foreigners and is perceived as both an asset and a handicap. They see it as an advantage when they are dealing with other Japanese, and therefore as one of the reasons why Japan is “superior” to other countries. It is of no value to them and becomes a frustration, however, when they are dealing with foreigners because foreigners are not tuned in to the same cultural wavelength.

Japanese businessmen will frequently say it is difficult to deal with foreigners because they cannot communicate heart-to-heart with them and that their goal is to learn English well enough and learn how foreigners do business well enough to establish an ishin denshin relationship with them.

Foreigners, who often do not have sufficient time to learn the Japanese language and Japan’s business culture to the extent that they can tap into the telepathic wavelength of their Japanese counterparts, can overcome the handicap to some extent by letting the Japanese know they are aware of the “practice” and have their own version which they are endeavoring to make compatible with the Japanese.

Learning some key Japanese-language words and phrases, a degree of Japanese protocol, and an appreciation of some things Japanese (such as Japanese food and singing in karaoke bars) will go a long way in convincing contacts of your claims about ishin denshin.

It will certainly impress a Japanese businessman if, at a first meeting, you make a point of saying you want to develop a relationship with him that will allow you to communicate heartto-heart. Interestingly enough, most of the belly-to-belly and heart-to-heart communication that takes place in Japan occurs in the mizu shobai (me-zuu show-bye), or “water business,” a very insightful euphemism for the night time entertainment trades—something which has also been seen as a particular obstacle for Western women in forming business contacts.

However, a word of advice is in order when it comes to after-hours drinking. It is better to take a page out of the book of many Japanese and not get totally soused during hostess bar outings. On numerous occasions I have been part of Japanese/foreign groups out on the town when one or more of the foreign contingent got sickdrunk and on some occasions passed out, making any form of communication impossible—besides presenting a very negative impression.

Japanese hosts are often relentless in pressing drinks on their foreign guests during hostess bar parties. It is essential that you stay well within your capacity by cutting back sharply after the first few rounds, just sipping the drinks and/or dumping them when nobody is looking, then feigning a degree of drunkenness that keeps you in step with the Japanese side.

If a key Japanese contact leans over and quickly gives you a briefing on the state of your business with him, you want to be able to clearly understand the message and make any appropriate response (even if that is nothing more than nodding your head and thanking him).

The importance of haragei and ishin denshin becomes very clear when you realize that what is not said is often more important than what is said and just as often is the key that opens or locks the door to business.

Learning this form of “Japanese telepathy” is not something one can do quickly or easily. It requires complete immersion in the culture of contemporary Japan, along with a good grasp of the cultural history of the country. This aspect of communication in Japan is one of the primary barriers facing any outsider who attempts to do business with the Japanese and is also why so many foreigners end up having to work through Japanese surrogates to get anything done in Japan.