authority clearly spelled out. If he does not have decisionmaking power, he should be guaranteed that when he asks the head office to make a decision, it will be forthcoming in a matter of hours or days. (Most foreign managers in Japan say they have as much or more trouble getting decisions and action out of their home offices as they do in dealing with the Japanese!)
4. The more experience the individual has already had with Japan and the more he knows about Japan, the better—if he is able to use this experience and knowledge in a nonthreatening, cooperative way that reassures the Japanese rather than turns them off. This includes an outgoing, friendly personality, and—this is very important—liking the Japanese well enough to enjoy their company. It helps if he is a modest drinker and likes a night out on the town (at least once a month). Having a finely honed, but not vulgar, sense of humor is also a major asset.
5. At the same time, the individual should not be naive or gullible, and should at all times insist on the philosophy of fairness and the policy of reciprocity.
6. The individual should have pride in his own countr y and not bad-mouth it to the Japanese. The Japanese are often critical of the U.S. and other foreign countries, but they have heard too much criticism by foreigners of their own countries—particularly Americans—and tend to regard such behavior as an attempt to curry favor with them. They may also take it as a sign that the individual is not a person of honor since he will not stand up for his own country.
Japanese often have strong preconceptions of both our weaknesses and strengths, and it does not pay to increase the already stereotypical image they may have of us.
IDENTIFYING YOUR COMPANY
LARGE FOREIGN COMPANIES going to Japan for the first time often mistakenly assume that their home-country reputation precedes them—that the Japanese know who they are and are impressed. This is often not the case at all. About the only foreign companies whose names are familiar to the Japanese are those who are doing business in Japan and have achieved a high degree of public recognition there. Just like most Westerners, the Japanese tend to ignore things that do not impact directly on their work or personal lives.
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