Kokorogamae For Leaders
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
Release Date: 01/15/2025
Common Leader Achilles’ Heels
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
We know the name Achilles because of Brad Pitt and Hollywood or we may have read the Iliad. He was a famous mythical Greek hero whose body was invulnerable, except for the back of his heel. His mother plunged him into the river Styx to protect his body, but her fingertips covered the heel, leaving it vulnerable. Research by Dr. Jack Zenger identified four common elements which comprise Achilles’ heels for leaders. Blind spots are a problem for all of us. We can’t see our foibles, issues and problems, but they are blindingly obvious to everyone else working for...
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Are You Authentically Aggressive Or Assertive As A Leader
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
In today’s business world, leaders need to be “authentic” leaders. We have all come across this somewhere, endorsed by self-proclaimed gurus and prophets. I often ponder what does that actually mean? I am sure all of those Japanese leaders screaming abuse at their staff, when they make mistakes, are being authentic. They are authentically terrible, dictatorial, abusive leaders. Actually this worked like a charm for a very long time in postwar Japan. You joined a company for life and there was only one route for those who changed jobs and that was down into a...
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Three Tools To Engage Your Team
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
Engaging your team as a leader is a relatively new idea. When I first started work in the early 70s, none of my bosses spent a nanosecond thinking about they could engage their staff as a leader. What they were thinking about was catching mistakes, incompetence, error and willful negligence, before these problems went nuclear. That meant micro managing everyone. “Management by walking around” meant checking up on people. The construct was that the team were problematic and the boss needed to have forensic skills to stop problems escalating. That was the...
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How To Be A Role Model As A Leader
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
Smirks emerge quite quickly when you mention “role model” and “leaders” in the same breath. Most peoples’ experiences with leaders as role models have been that they encompass the “what not do as a leader” variety. Hanmen Kyoshi (反面教師) or teacher by negative example, as we have noted in Japanese. What are some of the things we should be focused on in our quest to become a real role model for our teams? We can break the role model aspect into four major areas: Self-Aware; Accountability; Others-Focused and Strategic. Within these four categories,...
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The New Leader Mindset Shift Needed
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
We are recognised for our capabilities and potential and promoted into our first leadership role. We have been given charge over our colleagues and now have additional responsibilities. In many cases we don’t move into a pure “off the tools” leadership role. We are more likely to be a player/leader hybrid, because we have our own clients and also produce revenue outcomes. One of the biggest difficulties is knowing how to balance the roles of “doer” and “urger”. Jealousy, bruised egos, sabotage, mild insurrection can be found amongst our former colleagues...
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Four Superheroes Of Coaching For Leaders
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
We have seen Hollywood pumping out comic heroes as movie franchises to get the money flowing into the studios. The premise is always the same. The super hero comes to the rescue and saves everyone. What about for leaders when coaching their team members? Fortunately, we have four super heroes we can rely on to help us do a better job as the leader. They are Encourage, Focus, Elevate and Empower. Encouraging our team sounds pretty unheralded and straightforward. But do we actually do it? Leaders are busy people and have tons of pressure on their shoulders. ...
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Working Through Others Who Are Not Working
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
The chain of command is a well established military leadership given. I have three stripes, you have none, so do what I say or else. In the post war period, this leadership idea was transposed across to Civvy street by returning soldiers. This worked like a charm and only started to peter out with the pushback against the Vietnam War, when all authority began to be challenged. Modern leaders are currently enamoured with concepts like the “servant leader”. The leader serves the team as an enabler for staff success. Dominant authority is out and a vague...
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House Clean The Team Every Year
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
Japan has a wonderful year end tradition where the entire house is given a massive clean up. Dust is dispatched, junk is devolved and everything is made shipshape. We need to do the same with our business and I don’t mean cleaning up your desk. We have two types of people working for us. There are those who receive a salary of some dimension, be they full time or part-time and then there are those who get paid for their services. Some of these services are delivered regularly throughout the year. Others are intermittent, on a needs basis. Regardless, we...
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Is Japanese Charisma The Same As Western Charisma
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
I met the owner of a successful business recently. He had bought the company twenty years ago and then pivoted it to a new and more successful direction. So successful, that he employs over 230 staff and was recently listed on the local stock exchange. It was a business meeting to discuss collaboration and I was expecting an entrepreneurial leader, charismatic and personally powerful. Why was that my expectation? Being raised in Australia, that is what successful entrepreneurs in the West are like, so I expected a Japanese equivalent. He was totally...
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Leadership Silk Purses From Sow's Ears
THE Leadership Japan Series by Dale Carnegie Training Tokyo Japan
The ad on social media said, “we are looking for sales A players”. I know the guy who put out the ad and he had recently moved to a new company, a new entrant into Japan and they were aggressively going after market share here. I was thinking I would love to be able to recruit A players for sales as well, but I can’t. The simple reason is that A players in Japan are seriously expensive. If you are a big company, with deep pockets in a highly profitable sector, then this is a no brainer. Why would you bother with B or C players, if you can afford A players?...
info_outlineKokorogamae is one of those Japanese concepts which are a bit tricky to translate. Kokoro by itself as a word has a wide variety of meanings – mind, spirit, mentality, idea, thought, heart, feeling, sincerity, intention, will, true meaning, etc. It is a radical in the Japanese kanji ideographic script and so appears in a large number of compound words. Kamae comes from the verb kamaeru meaning take a posture, assume an attitude, be ready for, etc.
In Japanese, when the two words are combined, there is a phonetic shift of the “k” in kamae to a “g” sound. I first heard these two Japanese words in my karate dojo back in 1971, but never as a compound word. Every class we were given the command “kamae”, meaning to take our fighting stance. For anyone doing Japanese martial arts, this is a very familiar word.
The Kokorogamae concept is closely linked to Japanese ideas around perfectionism and mindset. You cannot produce a perfect output, if your mind is not properly aligned with the action. A great calligraphy master will establish their Kokorogame before they wield the brush, the ikebana master will do the same before they place the flowers, as will the master of tea ceremony before they begin to whisk the tea. They perfect their mindset, to produce the perfect output.
In my first book Japan Sales Mastery, I wrote about Kokorogamae in the context of sales. What was your true intention as a salesperson. Was it to secure a big commission, bonus or promotion for yourself or was it to help the client to succeed in their business? The mindset is totally different and the output can be a single sale or a lifetime partnership with the client. If you are a salesperson, which is your intention?
Leaders also have their Kokorogame. Hanging on many walls, protected behind glass, tastefully framed, clearly written is the Kokorogame of the organisation. In English, we call it the Vision, Mission, Values of the firm. Someone or a group of people, thought about where do we want to take the organisation in a perfect world, in other words what is the Vision going forward? What we do that is the Mission? Why we do that are the Values. This is the Kokorogamae at the macro level.
The culture of the organisation is there to police the individual adherence to the corporate Kokorogamae. The leader’s key role is to bring clarity to the Why of what we are all doing. But where does that concept of the Why spring from? Simon Sinik has more or less, become the owner of the Why since his YouTube video went viral. The Kokorogamae concept starts up one step before what Simon is talking about. He concentrates on concentrating on the importance of establishing the Why, but how do you determine the Why of the Why? Where does that come from?
This is where Kokorogamae is useful. It makes us reflect on what we believe and why we believe it. As the leader, is my true intention to build up the people in my team and help them become the absolute best that they can be? Or, are they there to serve me, to propel my rise through the corporate ranks, with them arrayed like worker bee slaves to me, the Queen bee. Just as in sales, these goals are not mutually exclusive.
A famous sales trainer Zig Ziglar said, “you can have everything you want, if you just help other people get what they want”. Your Kokorogamae can create your own success wrapped up inside the success of your client. As a leader, you can rise through the ranks on the back of the results created by a highly engaged team, who feel you have their back and are focused on their success.
The key point is where is the focus of your thoughts about the people in the business? How do you really see them, when we strip away all the psychobabble? To get better clarity on that, we can use the handy Japanese concept of tatemae and honne, meaning the superficial reality and the actual reality. Are you leading based on a tatemae version of what you are supposed to say and do or is the real you, the honne, the one your people see everyday?
What is your true intention? What is your Kokorogamae as a leader regarding your team members and the organisation?