Two days after the official opening of the new factory extension, Mr.

Grant read
that a Japanese government office was moving to a new building in a few
months. In addition, he was also informed that two Japanese private companies
in expansion were in the process of building three big new office blocks near
Tokyo.
Since Hector Grant was really impressed with John Martin's performance in the
Habrakan market, he called him and suggested that he should travel to Japan.
The sales manager couldn't believe his ears and, of course, he wanted to get
the order for Harper & Grant and furnish all the new offices with the brand new
desk range, the Standfirm.
What is more, Harper & Grant also run an office design service, so as well as
supplying furniture they could also plan the office layout for all those offices in
Japan.
However, as Ms. Tomomi Moriwake, a Japanese consultant, explained to Mr.
Grant, it is not easy to do business with the Japanese unless your understand
some basic aspects of their management and corporate culture.
Since Hector Grant wants the negotiations to go smoothly, he thinks it would
be a good idea for John Martin to prepare himself for the long trip and attend a
series of seminars on Japanese culture and management given by this
consultant.

When John martin went to the seminar, Ms. Tomomi Moriwake talked about
three fundamental principles of Japanese management.
1) The emphasis on the group in Japanese corporations: ms moriwake
explains to John martin that the group orientation is very important and
necessary for the survival of japan and japanese corporations.
2) The importance of human or interpersonal relationships: in japan, people
have to get along and to achieve this, they have to sacrifice a little bit of
self-interest for the sake of the group.
3) The role of Japanese managers as generalists and facilitators: in japan all
the employees participate in the process of decision making. They form
small groups in each department and they discuss the matter with each
other. They arrive at an agreement and then the executive will have to
agree himself or herself.