David McQuilkin

David McQuilkinThis blog is about doing business in Japan, including cultural meanderings, travel tips, discussions about the difference between business in Japan and the west, and ultimately about life across the Pacific.  For our blog on Japanese doing business in the US, (only in Japanese), see Nick's Blog.  I welcome your comments!

Search this blog

Unwinding the Meaning

July 3rd, 2010 by admin

One characteristic of a Japanese speech is that you sometimes have no idea what the speaker is talking about until the very last statement. The style is like unwinding a ball of string with the nugget of truth only made manifest at the end, like a magicians “reveal”.

The topic is “unwound”, by talking about the big picture first, then steadily expanding on ever more concrete or detailed aspects, until at the end you reveal the core idea.

This style is also evident in Japanese writing. In helping translate a technical article to English for a friend recently, I found that subsections that defined key benefits of the technology concluded with a succinct definition of the benefit. For the English version, I simply moved this definition from the tail end to create a heading to lead each subsection.

Western teachers sometimes summarize the outline of a speech as “Tell them what you are going to tell them. Tell them. Tell them what you just told them.”. This colloquialism for the standard of “introduction, body, and conclusion” may seem to be universal, but is not so standard in Japan.

While this style cannot be entirely attributed to the structure of the language, sentence structure is probably one contributing factor. In Japanese, the verb, which is core to the intent of a sentence, comes at the end of the sentence.

I have a friend who sells enterprise software products in Japan. He tells me that he watches the customer’s face as he gives his explication. Depending on the customers visible reaction, he can reverse the meaning of his statement at the last instant. In English, we often flag our main thrust at the beginning, by saying “I think…” or “I don’t think”, or “I agree because…” or “I disagree because…”. These definitional phrases normally come at the tail end of the sentence in Japanese.

Japanese have come to appreciate the western style of exposition and have adopted it in many business contexts. You don’t need to adjust your style, but you might keep this in mind if you are listening to a translated statement or speech: you may not get the “reveal” until the last.

Seeking Absolution: the Bandou Pilgrimage

December 9th, 2009 by dmcquilkin

When my Japanese friends ask what I do on the weekend, I tell them I visit one of the 33 temples in the Bandou temple pilgrimage circuit(坂東巡礼) . Many have heard of the 88 temple pilgrimage circuit of Shikoku, but few Japanese know that there is a pilgrimage circuit in the Tokyo area.

In Tokyo, there are exquisite gems of beauty and history, if you know where to find them, and many of the temples on this circuit are both beautiful and historical.

Not only do you see the green of the countryside and buildings over 1000 years old, but you also get to interact with the people in rural Japan — who tend to be more friendly and open than the urbanites.

Once, it started raining as I was walking up the narrow one-lane road winding between green rice fields on my way to the temple. I stood to the side to let a passing car past, and he stopped, asked me if I was going to the temple, and offered to give me a ride. It turned out he was a farmer in the village who also helped out at the temple which was staffed only by laymen like himself. Another time, I was visiting with my family on a cold winter day, and the priest invited us inside for some tea. Another time, when it was too far to walk, I took a taxi. This temple is situated at the entrance to an old stone quarry, so there was a souvenir shop at the entrance, selling little stone carvings. The taxi driver hopped out and insisted on buying me a souvenir to take home to my wife.

Kiyomizudera seal

Kiyomizudera seal

While some modern day pilgrims dress in the simple white tunic and loose fitting pants of the traditional pilgrim, most people just go as they are. One tradition that continues is for each pilgrim to fill an album with the seal from each temple on the circuit. The album is called a noukyouchou (納経), and you can purchase one at any of the temples. The photo shows the seal from the 32nd temple, Kiyomizu-dera.

Exploring Kanto -- Weekend Pilgrimages from Tokyo

Exploring Kanto

My guide for this journey is a book in English, “Exploring Kanto”, by Michael Plastow, which is unfortunately now out of print. Plastow describes a foot hike associated with each of the 33 temples, gives a little background on the history of each, and most importantly tells how to get there. Amazon has used copies for sale.

A familiar sight on a summer day in Tokyo is pre-adolescent kids rushing from train station to train station to fill up little albums with a rubber stamp from each station. The train companies have a promotion where they give little prizes to kids who bring in a completed album. Each station has a small table with a rubber stamp illustrating some local curiosity or landmark. It is called a “stamp rally” , スタンプラリー , which is a transliteration of the English.

The stamp rally probably had its origins in the pilgrim’s albums, but today, the act of getting management approval on a document within a company is also called a stamp rally. Approvals in Japan are by hanko, or official seals, and many documents which need approval have multiple little squares where you must affix the seal of the approving manager. The process requires one to scurry from desk to desk collecting all the seals. The result in a company is not often as eternally satisfying as those from the temple circuit.

You don’t need to do them in order, so I picked temples by whim. The last temple, Nagoji, was my goal on a summer day two years ago. From Tokyo station, it’s a two hour train ride through Chiba, into the countryside. You know you are out of the suburbs when the track is only a single track for both directions. I was the only one to get off the train that morning. I asked the station master for a map of the local area, and was on my way. At the temple, the priest leafed through my album, and saw that there were some blank ones, and commented on this. I confessed to him that I was not doing them in order. He then explained that while he was happy to put the seal in my album, he could not award me with the certificate, which one gets upon completion of the 33. He said that only the 33rd temple needed to be done in order. He welcomed me to come back again when I had the others filled in.

Kasamoriji

Kasamoriji

One of my favorite temples was Kasamoriji, founded in 784, and built on a high rock outcropping, with huge cedars all around. The day I visited, it was raining, and I was the only visitor, looking out from the balcony fifty feet above the ground, through the mist into the forest.

By foot, the circuit is 1300 kilometers (800 miles) from the first in Kamakura, south of Tokyo, through 7 prefectures ringing the city clockwise, to the last on the tip of the Boso peninsula, southeast of Tokyo. There are bus tours that get you to all 33 temples in three weekend tours. However, for me, the journey was as important as the destination. I tried to take buses and walk the last mile whenever bus schedules permitted. Each bus stop has a schedule posted, so I check the return bus before walking to the temple. I remember one temple where I had to run a mile up hill and a mile back because the only return bus left in one hour.

I started the pilgrimage in 2001, and completed visits to 24 temples in the first two years. Now, eight years later, I still have two more to go, plus my return to the final one. I am a little reluctant to finish it, like a good book that you are sorry to finish. Sometime in the coming months, I will make that trip back to Nagoji, at the far tip of Boso peninsula, and pick up my certificate.

The website in Japanese is www.bandou.gr.jp. There is also a blog maintained by some people who advocate a bike tour of the temple circuit, also in Japanese www.bandoaruki.net.

Bandou Map

Bandou Map

The Meaning of Consensus

November 13th, 2009 by dmcquilkin

Years ago, I was participating in a post-mortem analysis of a Japan-US joint development project of which I had been the project manager. My Japanese counterpart listed as one of his biggest issues that the US side had repeatedly ignored their input. I was perplexed, because we had established a decision making body consisting of key managers, including those from the Japan contingent. The rule for this committee was that consensus must be achieved for every decision. Why had none of the Japanese managers raised their hand at these meetings, if indeed they did not agree?

I then realized that although I understood how Japanese arrived at consensus, and intellectually understood that it differed from the US model, I had not foreseen how the two processes would become ineffectual when mixed.

Both the Japanese and the American participants in these meetings had a common understanding of the meaning of the word “consensus”, but differed in how to achieve it. In Japan, consensus is achieved by discussion of the issue and possible solutions, without airing ones opinion. In the the Japanese view, one’s personal opinion is irrelevant if the process is consensus — the only view that matters is the consensus opinion of the group. So the discussion continues, where pros and cons are weighed, and gradually, the opinion of the group emerges.

The American style of consensus building is that at the start of the meeting, each individual states his/her opinion, and defends it. Over the course of the meeting, people will change their opinion or at least acquiesce to that of others. In practice, opinionated Americans will come to the meeting insisting quite clearly what the outcome should be.

In the Japanese process, if an opinion is expressed, it means that consensus has already been achieved. So if someone comes to the meeting expressing an opinion, then it means the decision was made previously, in a separate meeting. Therefore, at our joint US-Japan consensus building meetings, it was always assumed by the Japan side that the decision had been made previously since opinions were being expressed, whereas the US side thought they were engaging in the process of consensus by expressing their opinion.

So the process to reach consensus has more impact on the final result than does the understanding of the word. This illustrates how much culture underlies language, and how true communication is much more than a simple translation of words and sentences.  Communication requires an understanding of the cultural milieu and behaviors of the participants in addition to the simple linguistics.

Speaking Negatively

November 7th, 2009 by dmcquilkin

When traveling with clients to meet customers in Japan, the train ride to the customer site presents a good opportunity for last minute strategy discussions.  I try to squeeze in some last minute advice, and one suggestion that is frequently germane is for them to speak in short declarative statements.    This is especially apropos for enthusiastic evangelistic entrepreneurs who have stripped down their value proposition to a sleek elevator speech delivered as quickly as the side-effect disclaimers on television pharmaceutical advertisements.

When speaking to an audience whose native language is not English, it is always advisable to avoid complex constructs such as double negatives, which can be easily misconstrued.  When a concept requires extra processing on the part of the listener, he or she may miss the entire subsequent sentence while trying to decipher the difficult construct.

But the problem with negatives goes beyond the problem of double negatives.  Simple negatives in a question can also cause problems for Japanese-and-English communication.  If I say “You don’t agree with our position, do you?”, and the Japanese person answers simply “Yes”, he means “Yes, that is correct, I do not agree with your position.”  In English, we would not normally answer such a question with a single word due to the ambiguity, however, for a non-native speaker the assumption is that a simple “yes” or “no” is the least ambiguous answer.   In the Japanese language, the answer to questions is always with the literal reading of the sentence, whereas in English, we usually answer to the sense of the question: “Yes” means I agree with your position, not that I agree with your statement.

A Japanese friend once had a major misunderstanding due to the connotation of the word “negative”.  While living in the US, he was required to get a TB test by an employer.  After getting the blood test, he called the clinic to get the results.   He thought they told him that he had tuberculosis, and began to prepare for treatment.  It was not until several days later, while explaining his predicament to a colleague, that he learned that “negative” meant he did not have TB.  His interpretation was that “negative” was the bad result, and “positive” was the hoped-for good result.

So, the best policy is to avoid complex and negative sentence constructs to begin with.  In the example above, rewording the question as “Do you agree with our position?” would have been much easier to answer.  But since these misunderstandings are inevitable, it is important to continuously test your shared understanding.  It is even better to write a summary of your understanding on the whiteboard — then ask if this is correct.  Comprehension of written English is often better than listening comprehension, so put it in writing.

Traveling on a Japanese Company Tab

November 4th, 2009 by dmcquilkin

A party game I enjoyed in college was to see who had the most embarrassing story.  My youth having been rather hapless, I usually won the contest.  I won’t relate any of those here lest they enter into my “permanent record”, but I can bring up some more recent episodes of embarrassing cultural faux pas, with the goal being entertainment in the guise of learning from our mistakes.

Years ago, I was traveling with several colleagues from a Japanese company who was my client.  After lunch, I brazenly handed the check to the most senior member, mumbling my thanks.   Since my client was paying for my travel, I could justify it, I thought.

However, most Japanese companies don’t handle travel expenses in the same manner as US companies.  One difference is that employees of Japanese companies are frequently paid a per diem for meals or both hotel and meals.  Many times, the employee embarks on a trip with an envelope of company cash.  The remainder of this cash, along with any change accumulated along the way, is returned at the end of the trip with receipts required for every spent yen.

Expenses are always individual expenses.  Japanese traveling together will often ask for separate checks so that each will have a receipt.  In US companies, one person often picks up the tab if all are on the same expense account.  For customer entertainment, one Japanese employee will often pick up the tab, but not for groups traveling.

Another interesting difference in attitudes is that companies in Japan consider an employee to be “on the job” during the entire trip.  Their feeling is that if they are paying for hotels and meals, then the employee is still a ward of the company.  For example, for trips that span over a weekend, there is an implication in many companies that the employee should still be working.  If they should land in trouble, the company takes responsibility.    A friend related how his colleague had gotten into hot water because he had taken their rental car to visit Yosemite over the weekend in the midst of a business trip.  The company feels that since they paid for the passport and the international drivers license, the employee should consider himself on duty the whole trip.

Another aspect of being on duty 24/7 is that my Japanese colleagues often have a need to file reports on their business activity every evening, and over the weekend.  In the US, such trip reports are typically compiled after the end of the trip.

Japanese companies also sometimes require the employee to justify the expense of a business trip with a tangible outcome of real value to the company.  I had a friend who declined a trip to the US because he feared that he would not come back with tangible results.

So…back to the embarrassing episode.  My act of wanton disregard had occurred on the first day of our trip, and my colleagues were no doubt concerned that this behavior might continue, so one of them pulled me aside and very kindly explained that each person was responsible for his own expenses.  I apologized the best I could and made financial amends.  When traveling together, one gets to know people as individuals, about their family life and interests, and they often become friends.  I still keep in touch with the members of that trip and count them as friends, many years later.  Sometimes it is the making amends that forms the strongest bonds.

Transplanting your Concept to Japan: On Language

April 8th, 2009 by dmcquilkin

When developing a pitch for a new product or a new concept in Japan, I have seen many cases where companies will spend weeks reworking their press release, with input from various senior executives, modifying nuance after nuance, then hand it to a translator and publish.  Did the carefully constructed concept make the transition?  Will the Japanese reader get it? Read the rest of this entry »

Eastern Social Networking

March 31st, 2009 by dmcquilkin

An electronic gadget introduced recently in Japan illustrates how differently the Japanese think about social networking. Read the rest of this entry »

Tokyo: Leader in Innovation

March 25th, 2009 by dmcquilkin

A recent study by McKinsey & Co. with the World Economic Forum shows Tokyo to be second only to Silicon Valley for innovation. This study looks at US patent registrations from regions around the world.  While it surprises noone that Silicon Valley is the top region for numbers of patents, diversity of companies and momentum, it may be surprising that Tokyo is second. Read the rest of this entry »

Post-capitalist Economic System and Sustainable Energy

March 24th, 2009 by dmcquilkin
Tokyo University administration building

Tokyo University administration building

When we last met, he told me how at Tokyo University they were considering energy issues for 200 years hence — after all fossil fuels and uranium are exhausted.

This time, I asked him what the world will do when growth is no longer adequate to feed the capitalist economy and still maintain sustainability.  Dr. Rikiya Abe, professor of Social Strategy Investment Studies has indeed been thinking about this, although his focus is energy, not economics. Read the rest of this entry »

Summer time

March 6th, 2009 by dmcquilkin

Daylight savings time starts in the US this weekend, making Japan move an hour away from us (virtually).   On the left coast, we have an extra hour of overlap during the dark winter months, when 4 PM for us is 9 AM in Japan.  From next week, we have to wait until 5 PM for that 9 AM phone conference. Read the rest of this entry »