Helmee Imaging Oy : How to make negotiation smooth between Japanese and foreign companies
Ryoko, Sasaki (2019)
2019
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2019090518198
https://urn.fi/URN:NBN:fi:amk-2019090518198
Tiivistelmä
This thesis’s commissionaire was Helmee Imaging Oy. The company develops software for glossy surface inspection. They are also manufacturing inspection devices with their software and selling them. They want to expand their business to Japan, however they do not have experiences working with Japanese companies.
The author has studied about intercultural communication’s various kinds of aspects and Japanese culture from online sources and books. In addition to it, the author has conducted qualitative interview research to find current existing cultural barriers between Japanese and foreign companies. Two groups of people were interviewed. One was Japanese people who have experienced business to business negotiation with foreign companies. The other group was composed of non-Japanese people who have experiences dealing with Japanese companies.
From research based on existing theories, the author found various kinds of cultural aspects containing possibility to be obstacles for smooth negotiations. The questions for the interviews are structured based on those potential barrier factors. As a result, the author was able to determine those which affect communication.
Communication strategy plan for the Helmee Imaging Oy is based on the interview research. First step is to look for Japanese companies who connect the commissionaire and potential Japanese customers. Having connections is vital in Japan as it gives trust easily. Another way of getting trust efficiently is meeting with Japanese people in person. In addition to it, understanding Japanese culture and adaptation will give positive impression to them. To minimize the miscommunication, English should be adjusted to their level and maintaining long term relationships with same people should be encouraged. This will eventually make them feel more at ease and communication smoother. The results of the study will be useful for the commissionaire in the future when deciding the path to enter Japanese market.
The author has studied about intercultural communication’s various kinds of aspects and Japanese culture from online sources and books. In addition to it, the author has conducted qualitative interview research to find current existing cultural barriers between Japanese and foreign companies. Two groups of people were interviewed. One was Japanese people who have experienced business to business negotiation with foreign companies. The other group was composed of non-Japanese people who have experiences dealing with Japanese companies.
From research based on existing theories, the author found various kinds of cultural aspects containing possibility to be obstacles for smooth negotiations. The questions for the interviews are structured based on those potential barrier factors. As a result, the author was able to determine those which affect communication.
Communication strategy plan for the Helmee Imaging Oy is based on the interview research. First step is to look for Japanese companies who connect the commissionaire and potential Japanese customers. Having connections is vital in Japan as it gives trust easily. Another way of getting trust efficiently is meeting with Japanese people in person. In addition to it, understanding Japanese culture and adaptation will give positive impression to them. To minimize the miscommunication, English should be adjusted to their level and maintaining long term relationships with same people should be encouraged. This will eventually make them feel more at ease and communication smoother. The results of the study will be useful for the commissionaire in the future when deciding the path to enter Japanese market.