When Negotiation isn't "Negotiation"

The Japanese word usually translated for "negotiation" is 交渉, pronounced "koushou". But where the English word implies a positive exchange, both sides vying for a mutually beneficial conclusion, this isn't quite the case in Japanese. This fundamental difference should be understood before entering into negotiations with Japanese companies.

Before we continue, I want to make a caveat lector and say we are discussing the subtle nuances of words from two different languages. Different people from the same culture may or may not agree on the differences in implications of a word, just as the same way different Italian chefs may not agree on how much oregano to use in a traditional dish. That being said, too often we translate words by meaning without thinking of the implications, subtlties, or nuances behind the word. This is one part of the translation industry that is both exciting and frustrating at the same time.

One Japanese→English dictionary I looked at translated 交渉 (koushou) as "baraza, bargaining, contact, negotiation, parley, relation, talk, traffic, truck" (from Eijiro)

("Baraza is the Kiswahili word for an open, public meeting at which members of a community come together in order to air their views and hold dialogue on issues of concern to the collective group." source)

We can see there are some other things going on there besides the English "negotiating". "baraza" implies an airing of views. "Bargaining" and "parleying" do not imply a goal for mutual satisfaction or win-win results. Someone trying to bargain is not trying to find personal benefit, as well as benefit for the seller.

One Japanese colleague tells me that when thinking of koushou, she doesn't get the impression that "concession" or "concilliation" will be a result. She feels a more aggressive nuance in the Japanese koushou than the English "negotiation".

Where training in negotiation styles isn't uncommon in the US, you would not likely find such professional trainers in Japan. In September Mr. Shitaro Tominaga will come to host a seminar on this very topic, so I don't want to go try and reinvent the wheel, but I think it's important to remember that most Japanese negotiators are taught how to close deals by thier superiors, and so techniques are usually not questioned generation to generation. By not having a common language in negotiation technique, Japanese and American negotiations are entered in with high expectations, and then can go down the drain before anyone knows what happened.

One quote from the otherwise forgettable 1993 movie, "Rising Sun", is a Japanese company president explaining dealing with rival companies. Simply, "business is war." As overdramatic as that simple phrase might seem, it is indeed true that over 30 books have been written in Japan applying British military stratagist F.W. Lanchester's theories to Japanese business techniques (source).

Earlier this year we consulted with a local company which made a certain machine part they were selling to a Japanese factory. They had a relationship with this Japanese company for over five years, and met face-to-face with representitives once or twice a year. The Japanese reps were coming to Oregon, and we were asked to translate a letter and consult with them about their visit. The timing of the company's letter wasn't great, as plane tickets had already been bought, and the American company wanted to relate to them that changes in the contract would have to made, as there had been changes in costs on the American side. The Japanese were coming to visit to show good faith in maintaining the relationship with their American partners, and being told just weeks before their arrival that a "negotiation was in order" was the same as shooting a warning shot over their ship's bow. Suddenly the president of the Japanese company cancelled his trip (due to personal reasons) and his son, the younger and healthier VP came in his place. (Although rank is vital in negotiations, the president of the Japanese company was rather old and in questionable health, and once he felt a battle about to ensue, sent his heartier, but still high-ranking son to war.)

The Americans were surprised by this turn of events. Every year or two the contract was renewed, and little tweaks here and there were expected. However, this time the timing of the correspondence put the Japanese on the defense, despite no ill intention. One reason might also be that (as we have talked about before), this visit was meant to be a relationship-maintaining gesture. Where the Americans saw the means (the relationship) as an ends to the goal (a contract) the Japanese saw it the opposite way. The Japanese company saw the means (contract signing) as an ends to the goal (a good relationship).

Debate does not come naturally to the Japanese. You will not find "debate clubs" in Japanese schools (as you won't find kendo clubs in the US). Japanese classrooms are not places where discussions happen. Japanese students rarely raise their hand if a question is asked (therefore, they are rarely asked to). It is not important to share ones opinion with the group, especially if it is different from the consensus. Almost from birth, Japanese children learn that the quickest and fairest way to settle disputes is by playing janken, or rock-paper-scissors.

This is very different from the American experience. I have been asked more than once by Japanese people, "why do Americans like to fight so much?" Heated discussions over drinks about politics or music is enjoyable to namy Americans. To Japanese it might be as enjoyable as picking up a rifle and jumping into battle.

Let's conclude with looking at the Japanese definition of the word "debate" (again, from Eijiro).

討論 (touron): argumentation, controversy, debate, discussion, disputation, talking, tilt

Indeed, when working with subtle arts like negotiation and debate, there is value to understanding the nuances of the words we use cross-cuturally.