Hidden Differences: Doing Business with the Japanese Book

	Preface	ix
	Acknowledgments	xiii
	Introduction	xv
Part I	Key Concepts
	Culture is Communication	3
	Fast and Slow Messages: Finding the Appropriate Speed	5
	High and Low Contexts: How Much Information is Enough?	7
	Space	11
	Territoriality	12
	Personal Space	12
	The Multisensory Spatial Experience	13
	Unconscious Reactions to Spatial Differences	14
	Time	15
	Time as Structure	16
	Monochronic and Polychronic Time	16
	The Relation Between Time and Space	19
	Polychronic Time and Information	20
	Time as a Measure of Competence	22
	Past- and Future-oriented Countries	22
	Time as Communication	23
	Tempo, Rhythm, and Synchrony	23
	Scheduling and Lead Time	24
	The Importance of Proper Timing	25
	Appointments and Keeping People Waiting	26
	Information Flow: Is it Fast or Slow and Where Does it Go?	28
	Action Chains: The Importance of Completion	30
	Interfacing: Communication One on One	33
	Summary	35
Part II	The Japanese
	Introduction	39
	Historical Background: Context for Japan Today	40
	The Castle and the Village	41
	Leadership: The Warrior	42
	Modern Japan	44
	Order and Rank	44
	The Family: Absent Father, Omnipotent Mother	47
	Territoriality: Crowding Without Contact	48
	Education: Conformity in the Classroom	49
	The Younger Generation Today: Loosening Up	51
	The Sea of Information	52
	The Vocabulary of Human Relationships	54
	Amae	54
	Giri and On	56
	Ningen Kankei	58
	Other High-Context Terms	60
Part III	Japanese Business
	Corporate Philosophy	65
	The Team and the Work Ethic	65
	Joining a Major Company	66
	Japanese Workers: The Ultimate Team Players	68
	Loyalty	69
	Responsibility	70
	Quality Control Circles	71
	Service Orientation	72
	The Organization	73
	The Structure	73
	The Information-based Organization	75
	Promotions	76
	Leadership	78
	Hierarchy: Business Cards and Bows	80
	Collective Decision-making and Consensus: The Ringi--Slow, Slow; Fast, Fast	81
	Long-term Planning	83
	Strikes	84
	Women in Business	86
	The Future	87
	Why Japanese Business Is Successful	88
	"Japan, Inc."	90
	The Banks and the Company	92
	Business, Large and Small	93
	The Japanese Market	93
Part IV	The American Company in Japan
	Starting Business in Japan	97
	Some Common American Expectations	97
	The Need for a Long-term Plan	98
	The Japanese Connection	103
	Learning the Language	105
	Friendships: Essential Relationships	107
	Entertainment and Gifts	108
	Establishing Japanese Operations	110
	When Things Go Wrong	112
	Communication and Negotiation	114
	Time: Flexibility and Shifting Systems	114
	Meetings: Getting to Know You	116
	Negotiations: Everybody Wins Something	117
	Presentations: Logic vs. Indirection	120
	Saving Face: The Key to Successful Interactions	124
	Contracts and Attorneys	128
	Managing in Japan	130
	Relating to Your Japanese Staff	130
	The Importance of After-Hours Socializing	132
	Problems with the Home Office	132
	Marketing, Selling, and Distributing	135
	Marketing: Learning from the Masters	135
	Advertising: Releasing the Right Response	138
	Public Relations	141
	Sales: Time Well Spent	142
	Distribution: Crucial Networks	143
	Advice for Americans	145
	Afterword	153
	Glossary	157
	Reading List	161
	Index	167