Navigating Japan's Business Culture: A Practical Guide to Succeeding in the Japanese Market

“Robert Azar is a gifted global communicator with astounding insight into the enigmatic and opaque business practices of the Japanese executive. Whether you are looking to invest in Japan or develop an import relationship with a Japanese company, Robert’s insights will be instrumental to your success.” ~ Rick Van Sant, Ph.D., Executive Director, Center for International Understanding, Chapel Hill, North Carolina 

Navigating Japan’s Business Culture: A Practical Guide to Succeeding in the Japanese Market delivers clear, specific information to help executives understand and successfully navigate the numerous obstacles that confronted when foreign companies do business in Japan. Unlike “cultural intelligence” books that describe Japanese social etiquette, this book goes straight to the cultural values and social customs entwined in Japanese capitalism that make their capitalism so different from Western capitalism—and therefore can become stumbling blocks for gaining success in the Japanese market. Readers will come away with specific guidance on how to

• negotiate successfully with your Japanese partner.
• ensure your business will endure for the long term in that market.
• know your Japanese counterpart is telling you “no” when it sounds very much like “yes.”
• capitalize on deeply held Japanese cultural traits in a way to benefit both your company and your partner’s company.
• create good business practices that will strengthen your business by drawing on the strong values of Japanese management styles and employee work ethic.
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This book is filled with page-turning practical wisdom from communication goals to negotiating, from product selection for the Japanese market to distribution services, and from management to sales. Azar provides valuable direction by

• identifying Japan’s culture-based differences in management and business practices to alert Western businesses of these differences.
• explaining and linking these practices to their cultural roots so that they may be understood in their correct cultural context.
• delivering guidance for dealing with these differences to create strong, successful, long-term partnerships with their Japanese counterparts.

Ignore the important cultural differences highlighted in this book at your own business risk if you are working in or plan to enter the Japanese market. The case studies the author includes underscores the wisdom shared throughout the book. This book will be of interest to and benefit three groups of readers:

• Individuals with professional interests in Japan, such as those in business and government
• Those with an academic interest in Japan, such as teachers and students of both Japanese business and culture
• The culturally curious and globally minded who are interested in the many diverse cultures that enrich our world
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