The, often inscrutable, ways of the Japanese

Working at Sony gave me an opportunity to closely observe how the Japanese communicate.

- BASAB DASGUPTA

This essay is a summary of my observations which could be useful to anyone planning to visit Japan or work for a Japanese company in India, or may be simply interested in Japanese culture.

The Western and especially the American way of communication emphasizes clear and precise articulation. In business meetings or sales presentations or technical conferences, we are impressed if the speaker makes his points in a rational way, perhaps using a bunch of charts. We do not like speakers fumbling with words, talking incoherently or too passionately. Even in our informal discussions, the one making his point logically and concisely seems to be correct.

The Japanese always seem to be a little awkward, even when they are speaking in Japanese. They rely heavily on non-verbal communications. Bowing one's head is mandatory to express respect, gratitude, humility, etc. Many non-verbal interactions take place not just by body language, but in other subtle ways.

My Japanese boss, Kenji, told me "When you are talking to a Japanese person, what is not said is just as important as what is being said". If the Japanese do not like to talk about certain subjects, they would rather not bring it up. They do not like open confrontations. There are always pre-meetings to iron out any wrinkles. He also said, "When you are talking to someone, you must read their eyes."

Kenji practiced what he preached. Once, we visited a Japanese plastic part supplier in Tijuana, who had done business with Sony in Japan and had now set up a plant close to our factory with the hope of expanding the business to North America. They had mostly Mexican workers and three Japanese - an older gentleman, the "President" of the company and two young engineers.