Interpreting what isn't there.

There are certainly plenty of times when interpreters are needed, but there are some things even the best interpreters can't easily translate, and one of these is kuuki (空気）. Kuuki basically means "air", but in terms of a heavy business negotiation, the answer to you questions may rest in the kuuki, not the words your potential partner is saying.

A good American businessperson needs to be able to read not only the other party's words, but also be familiar with the other party's cultural communication style. (That's what this blog is all about.) An interpreter can only tell you what is said, but the most important messages from a vital meeting may not be relayed in words the way an American is used to receiving them. Additionally, even the best interpreters usually aren't in the business of explaining what one party is saying under the surface, beneath his words. To do so makes for awkward interpretation, and can raise suspicion on the other side. A good interpreter wants to be as invisible as possible, therefore the responsibility of reading kuuki falls on the non-Japanese speaker.

We find that we are getting more consulting work to help American businesses in the steps before and after a vital negotiation, not just for the negotiation itself.

I am reminded of a story of an American company who sent a sales representative to negotiate a potential sale in Tokyo. The American approached the Japanese company, used their English interpreter, and made his pitch to the people in charge of such purchases. Already, you can likely guess a couple mistakes he has made, (our post last week on building relationships is one clue).

So he was thanked for the presentation, and told that he would be contacted soon with an answer. A few days went by, and he was preparing to return to America. He hadn't heard from the company yet and contacted the gentleman who did the interpretation (the only English speaker in the company he knew of). After taking his call the Japanese man told him "It's difficult to answer at this time." The American delayed his trip home, waited a few more days waiting for an answer, and then he called the gentleman back. "I am sorry, but it is really difficult at this time." Another delay, and then a third call was made, now nearly two weeks after the original visit. Again the American seller got the same answer. Time was of the essence. Why couldn't this Japanese firm make a decision? Frutrated, the American went to drown his sorrows at a British-style pub in Tokyo. There he met another foriegner, shared a few beers and told his story. The other American responded by saying, "Then what are you still doing here?"

"Obviously, I am waiting to hear their answer!" replied the increasingly frustrated businessman.

"But, you have already heard their answer," countered the other American. "Their answer is 'no'."

There are four main mistakes identifiable in the American's approach to doing business in Japan. Can you guess what they are? We'll get more into reading kuuki, debates, and bad news over the next couple weeks, as well as answers to the mistakes our poor American salesman made.