Mazing Japan!

I have just finished a week long trip to Japan - met around 30 people from across the influencer spectrum which included analysts, consultants, partners, trade bodies etc. Having met so many people in packed back to back sessions in a short period left me a little 'numb and itching'. Numb at the very mundane nature of the meetings and itching as I was getting an inkling that this mundanity is deep and has a pattern.There definitely was something remarkably different about this market and the way it behaves. This stark differences I am sure it is attributed to the softer/cultural aspects of the business community.

Most of the meetings, even with the influencer community which includes analysts, media, partners and visionaries who are known for their verbatim and exuberant knowledge in other parts of the world, never gets planned for more than an hour. At times the meetings get too interesting that it might go longer (atleast never  planned so in the outlook calender). However I had atleast 4 meetings where the calender invite itself mentioned the time slot as 90 minutes. Though I was initially surprised and thought it was a little insane in a world where things are real fast, on retrospect I understand why.

The attention to detail that they give on understanding every single aspect of what you are saying is amazing. The presentation which I myself compiled, which had some slides I have been using across Asia received attention and questions which had no precedent. I myself had to go back after the first couple of meetings to go through every single line and refresh myself.

The above quirk, if I may call it so, among many others points towards the trait of the Japanese business community. If there is one word that comes to mind in defining the softer aspect, it is 'empathy'. The consideration, respect and trust in and for others is what I believe marks Japan and its business. The very basis of Japan's success in having a world class service mentality and outstanding product designs is this empathy.

The 'empathy' trait sounds simple, but in reality is a 'conundrum' more complex than any other.

Consideration:

The very fact that no one uses a mobile phone inside the train in Japan to the utmost formal attire which is a norm in Japanese business is a reflection of the 'considerate' trait. The formal attire too has a different underlying premise than usual and ties back to this. The attention that a Japanese gives to his/her attire in a business context is considered as a reflection of the respect he has for the other person and not about making herself look smarter.

Respect:

The prefix 'san' explains it all. I am yet to know a language/community in the world which has so many gender neutral honorifics. These honorifics are not a part of Japanese grammar but socially developed and evolved to mark respect for the individual. The number of bows that you do before and after the meeting to the way you hold your business card while exchanging it (always with both the hands - something which will remind you of marriage ceremonies in Southern India where the bride and groom's parents exchange a silver plate of fruits and ornaments as a mark of exchanging/attaching their children in the relationship!) is a reflection of the respect for the community.

The man in the limousine bus at the airport who holds a hoarding around his neck and walks inside the bus requesting every passenger to be careful while travelling looks real funny. He always a finds place in the notes that all first timers to Japan exchange. However it could have been very easy for him to stand at the front end of the bus and announce once. The thinking surely is that the person who sits last too deserves to be 'respected' with a personal attention and proximity of the person who announces.

Trust: 

The basis of trust is an 'expectation of empathy'! If you are assured of empathy from the other person you can trust the other blindly.However, reaching a phase of comfort where you are assured of empathy is the ultimate, subtle/underlying objective in any relationship. In the Japanese context I believe this is even more profound in the world of business than others. While the underlying presumption elsewhere is in the processes and evaluation criteria while entering a business transaction, the prime here is 'trust'. Trust, always is preceded by mistrust. 'Transgressing' this phase of mistrust needs patience, understanding and utmost loyalty. This is where most fail to understand Japan!

Leveraging the ramification of the above I believe is most crtical to win in Japan. Many have tried to adapt to Japan but often failed not because of the lack of adaptation, but over adaptation forgetting the value that they bring. For example the current thinking of Japanese business houses to go global, thanks to a shrinking economy, presents a sweet spot for global enterprises in Japan. In such a context telling them what will NOT work which used to work for them in Japan is the value global enterprises bring to the table. This, coupled with empathy, is what would work, not one of these.

When the best performing 'local genius' is awarded a scholarship to the Oxford, there definitely are concerns deep inside him. Someone who offers help, expertise and advice to help him to 'navigate the Oxford' is of utmost value to him. However he will be trusted only when a strong consideration and respect to the basic values and ingenuity of this genius even in the western world is displayed. Whomsoever offers the genius these two, is sure to garner trust. And with trust, business just follows!