1. Finalize the visiting time, flight, visiting personnel list, position, mobile phone number and other information, so as to arrange the corresponding reception.
2. Discuss the visit schedule with the customer, communicate with the factory (the reception department of the company), and send an email to the customer for confirmation after everything is finalized, so that the factory can prepare for the reception.
3. Hotel arrangement: confirm the hotel star rating and rooms with customers (one room for each person, or specify in detail such as shared rooms, floors, smoking areas and non-smoking areas, etc. ), and then pay attention to the hotel choice. Many hotels claim to be five-star, but as a result, they don't even have the level of three-star. After staying for one night, customers can't stand clamoring to change rooms. Generally speaking, it is safer to choose hotels managed by foreign capital, or refer to the evaluation decision of Ctrip and other websites. ) and then arrange (distance) nearby
4. Print the visit schedule, prepare the factory information, product information, customer information and other documents, and bind them into a book.
5. Prepare meals and topics according to customers' nationalities and religious beliefs.
6. Arrange to pick up and drop off vehicles
A coup to negotiate with Japanese customers
I. Non-transactional contact stage
In business negotiations, we are used to entering the negotiation topic after 5~ 10 minutes, which is not suitable for Japanese. In the negotiations with the Japanese, the role of senior officials is only ceremonial, and they usually participate in signing the contract after the negotiations. Sometimes, they also take part in early non-routine activities and choose informal places such as restaurants and golf courses. A Japanese executive said that 98% of the topics were related to sports, politics and family, and only 2% were related to business. Many Japanese companies have high-level resumes from which we can get information. When talking to Japanese executives, what you say is not more important than how you say it. Japanese executives often make an overall judgment on the integrity, credibility and performance ability of the other company. Also need to pay attention to some details:
(1) Business cards can be exchanged or not. When the presidents of the two countries meet, they don't need business cards, but they should prepare Japanese business cards for exchange.
(2) You need to bring some small gifts, such as pencils, ties and other decorations printed with our company's logo, but it is not advisable to bring paper cutters and ribbon-cutting knives that symbolize deterioration. Exchanging gifts is just a gesture. Gifts are too expensive.
(3) After the welcoming ceremony, it is necessary to express the desire of sincere cooperation between the two parties in the future. It should be noted that the expression must be indirect and implied. We are very happy to support your company in the future; We are proud of the high quality of our products and hope you can share them. Your company and ours obviously share the same goal in some aspects.
(4) The following practices are inappropriate. For example, if we can agree on the price, the remaining issues are secondary; Our company's distribution plan is beneficial to both of us. Finally, when holding high-level exchanges in China, we should thank each other for coming and take them to the hotel. The initial meeting is best held in the living room, not in the office. It should be noted that senior leaders are not the object of bargaining, which is not their function.
In Japan, the typical way of non-transactional contact of general executives is as follows: Japanese negotiators will invite their peers and introducers to meet with Japanese companies in the late afternoon, where they will visit and have some transactional chats. Around 6 pm, Japan will suggest dinner. Usually, they will choose a restaurant and pay the bill. You won't have a chance to pay because you can't see the bill. At this time, business topics are still inappropriate. After dinner, the Japanese side will suggest chatting in the bar until around 1 1: 00 in order to arrange the meeting schedule in the future. Through this period of communication, the two sides only have some vague cooperation intentions. It is worth reminding that it is necessary to exchange business cards and give some small gifts when you leave the office.
Second, the exchange of transaction information
(1) Express delivery information
The way the Japanese list questions is similar to the three-stage form of China's ancient narrative poems: scene introduction-detail description-telling the main idea, and it takes a long time to explain the purpose. The second is the number of questions. Japanese people will ask questions repeatedly, and even many people will ask the same question, which usually makes us very angry. Don't they believe me? ? In fact, this is related to the Japanese collective decision-making. We should be patient and prepare enough information, but we should also control their questions in time. ( 1)? I talked to Mr XXX about this problem yesterday, but I'm going to repeat it? Or? This is the same question I have talked about before, but I want to repeat it? ; (2) Write down the questions asked so as to share them with the Japanese; (3) Generally speaking, it takes 10 minute to answer repeated questions for the second time and 1 minute for the third time. When asked for the fourth time, the appropriate answer is silence or changing the subject.
(2) Obtaining information
Fortunately, when your Japanese opponent asks you questions repeatedly, it will expose you more information. When you see from the minutes of the meeting, if the Japanese ask about the delivery progress six times and only ask about the service contract twice, they value the delivery time. The information obtained from the Japanese needs to be passed
After careful consideration, if you ask the Japanese your quotation, they will say:? Oh, it looks good. ? It's possible that they think it's not good in their hearts. Let's explain these three unpredictable behaviors: collective decision-making, no one has the right to speak on behalf of the collective; Want to maintain a harmonious relationship; We can't understand those subtle negative clues, such as facial expressions and eyes.
To truly understand the necessity of establishing informal communication channels, it must be completed by lower-level administrative personnel, which is one of the reasons why there should be lower-level administrative personnel in the negotiation team. Here is an example to illustrate the importance of informal communication. A large American company sought to cooperate with a small Japanese company, but the negotiations failed to achieve results among senior executives. Although Japanese high-level officials showed interest in many aspects, they still seemed to hesitate, and the United States decided to accept it? Wait and see? Strategy. But nothing happened after six months. Later, the lower level of American companies was invited by the lower level of Japan. After a cup of tea, the Japanese side explained the reason for the delay. I want to talk to you, but my boss can't talk to your boss? He talked about the price and the name change of the company. In fact, if he had brought it up earlier, the problem would have been solved long ago, but the Japanese side thought it inappropriate to raise objections to a high-ranking buyer at the negotiating table.
Three. Persuasion and debate
When negotiating with Japan, we can use the following persuasion skills (in the following order and environment).
(1) Ask more questions. Asking more questions will make the other person doubt his answer, and also let you get the best answer and understand the real reason before making concessions on a certain question.
(2) Reaffirm your position, needs and wishes.
(3) Use other active skills. As promised:? If the other party can deliver the goods before July 1, we will sign an order immediately. ? Suggestion:? If you still use the original company name, you won't lose old customers. ? Praise: the negotiation went smoothly, thanks to your support? Wait a minute.
If you are still not satisfied with their answers, try to keep silent. Give them a chance to think and change their position. But the Japanese are experts in using silence. If you find it difficult to use silence, at least you should be careful that the Japanese often use it.
(5) If 1~4 steps still can't make your opponent give in, then change the topic or ask for a rest and solve it through informal channels.
(6) Offensive skills, such as threats: If you insist on this clause, we will find another partner. ? Warning:? If we can't reach an agreement, no company will be interested in your plan? Wait a minute. Only use it in the most critical time or under special circumstances. A it is best to express it indirectly through informal channels. Not that much? If you still can't reduce the price, we will find another supplier? , not? Your lowering the price will help to prevent us from having to look for another opportunity. ? B. occasions that are obviously beneficial to you. Even in both cases, the use of threats will harm long-term interests. If the interest status changes, Japan will also change its position.
(7) 1~6 years old still did not let the Japanese side make concessions. We suggest giving them time to think about it and reach an agreement. The Japanese rarely make concessions immediately. Many of us ignore the time strategy. Let things die? , is a necessary strategy.
(8) Involve the introducer or mediator. But remember that third-party arbitration will only work once.
(9) Finally, if it still doesn't work, it is necessary to get the top executives of the two companies together in order to look forward to better cooperation. However, if this failure, especially the threats used in the past, means that the negotiations will eventually break down.
Fourth, concessions and contracts.
Negotiations need the cooperation of both sides, and both sides should give up some interests and make the cake bigger. Negotiations should not only focus on solving immediate problems, but also enhance understanding for long-term interests. Once a good relationship is established, a series of problems can be solved easily.
When negotiating with the Japanese, there are often signs of progress: invite more executives to participate in the discussion: the issues discussed focus on one aspect; For some questions? Softening? , for example? Let's take the time to study it? . Catch these signals and you can do it easily.
Partial concessions and phased concessions are of little use to the Japanese in the negotiations. They focused on solving the whole problem. We suggest not to give in until all issues and interests have been discussed. At that time, a small concession will help to build a relationship. Before concluding the discussion, there are three things we don't like, but they are normal for the Japanese. (1) It is easy to interrupt one party's negotiation. (2) During the negotiation, Japanese personnel will be free to enter and leave the venue; (3) When you are discussing with a group of Japanese people, you find a person who may be the supervisor. Listen with your eyes closed! ? Negotiation is a complex art, which requires us to see more, listen more and practice more. Signing an agreement doesn't mean the success of the negotiation. Maybe it's just a transaction, and establishing a good business relationship is the key to the negotiation.
Japanese bow etiquette
Japanese people usually bow when they meet. It is advisable for familiar people to bow to each other for two or three seconds when they meet; If you meet a good friend, you will bend over a little longer; When you meet people with higher social status and elders, you have to wait for the other person to look up, and sometimes even bow a few times.
They also shake hands in social situations.
There are also many manners and manners in rural Japan. When women bid farewell to relatives and friends, they usually kneel down (that is, kneel down); A man's farewell ceremony is a clogs-shaking ceremony. The etiquette of meeting people in Xiayi (Ainu people) in Japan is to put their hands together first, then slowly raise them to their foreheads, palms outward, the man patting his beard and the woman patting his upper lip, and then shake hands with each other.
Bowing is a traditional greeting in Japan, which has been gradually replaced by shaking hands. When traveling in Japan, if the host reaches out, shake hands. If the host bows, it is best to bow back, with his hands hanging down and his body bent to waist level. If the Japanese go home, they usually bow first when they open the door and then when they come back. Not necessarily. For example, in Japan, there are obvious differences between men and women. Generally speaking, women bow to men first.
In Japan, bows are standing bows and kneeling bows;
Standing bow:? A real gift? Get ready to stand, then gradually separate the hands that will be together, and slide down against the two thighs until the fingertips touch the upper edge of the knee. At the same time, the upper body starts to tilt from the waist, and the head, back and legs are arched nearly 90 degrees (don't just bow or bend), and pause for a moment to show sincere respect for each other. Then, slowly straighten up to show continuous respect for each other, and at the same time, raise and retract your hands along your feet. Bowing should be coordinated with breathing, exhaling when bending, and inhaling when standing up straight, so that the du meridian of the posterior midline of the human body and the ren meridian of the brain circulate in a small week. Salute at the same speed as others to avoid embarrassment. ? Salute? Necessities and? A real gift? In the same way, hands can reach the middle of thighs, and the head, back and legs are about 120 degrees. ? Grass ceremony? Just lean forward a little, put your hands on the root of your thighs, and the head, back and legs are about 150 degrees. A real gift? .
If the host is standing and the guest is sitting on a chair (stool), the guest will respond by sitting. ? A real gift? Get ready to sit. When saluting, move your hands forward along your thighs to your knees, lean forward and bow your head, but your head, neck and back are flat and curved, pause for a moment, slowly straighten your upper body and restore your sitting posture. ? Salute? Move your hands along your thighs to the middle. A real gift? . ? Grass ceremony? Just put your hands on the root of your thighs and tilt them slightly.
Bow down:? A real gift? Prepare in a kneeling position, keeping your back and neck straight and your upper body leaning forward. At the same time, your hands gradually slide down from your knees, your palms all touch the ground, your fingertips are diagonally opposite, and your body leans towards the gap between your chest and knees, leaving only one fist (don't bow your head, don't bow your head). You lean forward 45 degrees, pause, and slowly straighten your upper body. The same salute, the action should be coordinated with breathing, exhale when bending, inhale when straightening, and the speed should be consistent with others. ? Salute? Methods and? A real gift? Similar, but the hands only touch the ground in the first half (the second hand can touch the ground above the knuckles), and the body leans forward about 55 degrees; Okay？ Grass ceremony? When only two fingers touch the ground, lean forward about 65 degrees.
Religious taboos in Japan
Most Japanese believe in Shinto (Japan's inherent religion, that is, worship the ancestors of the emperor, the gods and the Great Shinto) and Mahayana Buddhism; what's up No food after noon? Teaching vision.
They don't like purple, and think purple is a sad tone; Most taboo green, think green is an ominous color.
Japanese taboo? 4? , mainly? 4? And then what? Die? Similar pronunciation, unlucky; They are especially afraid of giving gifts? 9? Will mistake you for a robber. Still taboo three people together? Take a group photo? . They think it is an unfortunate omen to be caught between people on the left and right.
Japanese people have many taboos about sending flowers: no giving or decorating lotus flowers; Avoid camellia, cyclamen and pale yellow and white flowers when visiting patients. Because when camellia withers, the whole flower head falls to the ground, which is unlucky; Cyclamen flower is pronounced "Cyclamen" in Japanese. Lamian Noodles? And then what? Hi? On the same day? Die? Similar pronunciation; Pale yellow and white flowers that the Japanese traditionally dislike. They are wary of chrysanthemums or things decorated with floral patterns, because it is a symbol of the royal family, and generally dare not and cannot accept such gifts or courtesy.
The Japanese hate things decorated with foxes and badgers. They think it's a fox? Greed? And then what? Cunning? Badger? Cunning? .
They also hate cats with gold and silver eyes. I think it will be depressing to see such a cat.
They are afraid of touching other people's bodies and think it is impolite.
They dare not give them containers full of things to reuse; Avoid putting hot water into washing water; Taboo to cut nails at night; Avoid washing things to dry at night; Don't sleep or lie with your head facing north.