Koushou (交渉) translates to ‘negotiation’ or ‘bargaining.’ In a Japanese business context, it refers to the delicate process of reaching an agreement through formal discussion. Unlike aggressive sales tactics, Japanese koushou emphasizes building long-term trust (shinrai) and harmony (wa) between parties.
When entering a koushou, Japanese professionals prioritize clarity and preparedness. It is rarely about winning at all costs; rather, it is about finding a solution that satisfies both companies while maintaining a respectful professional relationship.
Example:
A: ‘Kondo no keiyaku ni tsuite, koushou o hajimemashou.’ (Let’s begin the negotiations regarding the upcoming contract.)
B: ‘Hai, yoroshiku onegaishimasu.’ (Yes, I look forward to working with you.)
Success in negotiations often depends on how well you handle the preceding steps, such as the initial Teishutsu of proposals and documents. Being punctual—avoiding any Chi-koku—is also a non-negotiable aspect of respect when arriving at a negotiation table.
- Prepare Thoroughly: Have all your data ready. In Japan, preparation is seen as a sign of respect.
- Listen More than You Speak: Active listening demonstrates sincerity.
- Seek Consensus: If you face a deadlock, suggest a break or a follow-up meeting rather than forcing a decision immediately.
