It is often said that how difficult it is to understand what Japanese is thinking. One typical example is when a foreigner talks to a Japanese and the Japanese keeps saying "yes, yes, yes..". At the end, it is found out the Japanese actually disagrees with the subject matter. What is going on? The fact is the foreigner interprets the "yes" as a sign of agreement, but in Japanese context, it only means that the person understands or is listening to what the other party is saying.

What makes it more complicated is that Japanese seldom says "No". It does not mean that they will not turn others down, they just find it is too blunt to say "no" directly. Instead of replying with no, because..." which is common in Chinese and Western ways of communication, they will tell you the reason which conveys their disagreement. Also, the expression of "yes, but..." is commonly used as a negative answer.

Besides the use of the language, Japanese decision-making process is somewhat different from that of ours as well. For instance, where will the decisions be made? In meeting? Not necessarily. It may come up before the meeting. You may think it is strange since meetings are meant for discussion. This phenomenon can be explained by their preference to avoid uncertainties.

To avoid conflicts and ensure everybody to speak out, Japanese tends to collect information and seek opinions from their subordinates personally and informally about a proposed course of action or project before the meeting. This is what they call "Nemawashi" hence dealing with the roots of trees. It is because "Nemawashi" relies on relationship building, to go out for a drink with the colleagues after work is so important for Japanese businessmen.

I hope the above would give you a better understanding of the Japanese. Of course, these are rather general and will be varied from individual to individual, generation to generation, and company to company.

Contact Point:
Ohara Eri
(852) 2157 8358
yukio.sasaki@cwcccpa.com