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324 The Younger Generation Are A Handful

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Release Date: 10/13/2024

341 Don't Get Sabotaged By Your Colleagues When Selling in Japan show art 341 Don't Get Sabotaged By Your Colleagues When Selling in Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Sales is a nightmare. It is usually a solitary life.  You head off to meet customers all day.  Your occasional return to the office is to restock materials or complete some processes you can’t do on-line.  Japan is a bit different.  Here it is very common to see two salespeople going off to meet the client.  If you are selling to a buyer, it is also common to face more than one person.  This is a country of on-the-job training and consensus decision making, so the numbers involved automatically inflate. Even in Western style operations, there is more of a...

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340 How Crazy Can We Go When Presenting In Japan show art 340 How Crazy Can We Go When Presenting In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Japan doesn’t love crazy. In our High Impact Presentations Course we have exercises where we ask the participants to really let go of all their inhibitions and let it all hang out – and “go crazy, go over the top”.  This is challenging in Japan. Normally, we are all usually very constrained when we speak in society.  Our voices are very moderate, our body language is quite muted and our gestures are rather restrained.  Unfortunately, this often carries over into our public presentations. Without realising it, we find ourselves speaking in this dreadful monotone, putting...

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339 Building A Team In Stages In Japan show art 339 Building A Team In Stages In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Team building is fraught. Actually, when do we create teams? Usually we inherit teams from other people, stocked with their selections and built around their preferences, aspirations and prejudices, not ours. In rare cases, we might get to start something new and we get to choose who joins. Does that mean that “team building” only applies when we start a new team? If that were the case, then most of us would never experience building a team in our careers. This concept is too narrow. In reality, we are building our teams every day, regardless of whether we suddenly became their leader or...

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338 Sales Storytelling That Wins In Japan show art 338 Sales Storytelling That Wins In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Salespeople often miss the point. They are brilliant on telling the client the detail of the product or service. When you think about how we train salespeople, that is a very natural outcome.  Product knowledge is drummed into the heads of salespeople when they first join the company.  The product or service lines are expanded or updated at some point, so again the product knowledge component of the training reigns supreme.  No wonder they default to waxing lyrical about the spec.  These discussions, however, tend to be technical, dry, unemotional and rather boring. ...

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337 Don't Freak Out During The Q&A In Japan show art 337 Don't Freak Out During The Q&A In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Q&A can destroy your personal brand. Creating and delivering the presentation sees you in 100% total control.  You have designed it, you have been given the floor to talk about it, all is good.  However, the moment the time comes for questions, we are now in a street fight.  Why a street fight?  Because in a street fight there are no rules and the Q&A following a presentation is the same – no rules.  “Oh, that’s not right” you might be thinking.  “What about social norms, propriety, manners, decorum – surely all of these things are a filter on...

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336 Team Glue Insights In Japan show art 336 Team Glue Insights In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Staff can be a nightmare. Teams are composed of the most difficult material ever created - people. That requires many capabilities, but two in particular from leaders: communication and people skills. Ironically, leaders are often seriously deficient in one or both. One type of personality who gets to become the leader are the hard driving, take no prisoners, climb over the rival’s bodies to grasp the brass ring crowd. Other types are the functional stars: category experts; best salesperson, long serving staff members; older “grey hairs” or the last man standing at the end of the...

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335 Servicing Your Buyers In Japan show art 335 Servicing Your Buyers In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Enterprise killers can include Customer Service. We know that all interfaces with the customer are designed by people.  It can be on-line conversations with AI robots or in-store interactions, but the driving force behind all of these activities are the people in our employ.  The way people think and act is a product of the culture of the organisation.  That culture is the accountability of senior management.  The common success point of organisations is to have the right culture in place, that best serves the customer.  The success of senior management in making all...

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334 Those Vital Few Seconds When You Start Your Talk In Japan show art 334 Those Vital Few Seconds When You Start Your Talk In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Don’t let your speaker introduction be a disaster. Usually when we are speaking we are introduced twice.  Once at the very start by the MC when they kick off proceedings and then later just before our segment of the talk.  The MC’s role is quite simple.  It is to set the stage for the speaker, to bring something of their history, their achievements and various details that make them a credible presenter for this audience.  This can often be a problem though, depending on a few key factors. How big a risk taker are you? Are you relying on the MC to do the necessary...

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Dealing With Ambush Speaking Requests show art Dealing With Ambush Speaking Requests

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Suddenly you hear your name being called upon and you are being requested to make a few remarks.  Uh oh.  No preparation, no warning and no escape.  What do you do?  Extemporaneous speaking is one of the most difficult tasks for a presenter.  It could be during an internal meeting, a session with the big bosses in attendance or at a public venue.  One moment you are nice and comfy, sitting there in your chair, taking a mild interest in the proceedings going on around you and next you are the main event. Usually the time between your name being called and you...

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333 Real World Leadership show art 333 Real World Leadership

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Change is hard to create anywhere in the world. Getting things to change in Japan also has its own set of challenges. The typical expat leader, sent to Japan, notices some things that need changing. Usually the Japan part of the organisation is not really part of the organisation. It is sitting off to the side, like a distant moon orbiting the HQ back home. There are major differences around what is viewed as professional work. The things that are valued in Japan, like working loyally (i.e. long hours) even with low productivity, keeping quiet, not upsetting the applecart, not contributing in...

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We are on the cusp of a change amongst youth in Japan.  Those already entered into the workforce have memories of the Lehman Shock and the triple whammy of earthquake, tsunami and nuclear core meltdown and the impact this had on the job market.  They are looking for security of employ and family life, because of the fragility of both were exposed to them in September 2008 and again in March 2011.  They saw the dire straights of those who slipped into the part-time employee hell of low wages, no prospects and everything tough, tough, tough.

In 2016, only 6.9% of those in the 25-34 age group switched jobs.  The September 2016 survey by the Japan Institute For Labor Policy and Training also found nearly 90% supported lifetime employment.  This figure was only 65% in 2004.  Of those in their 20s, 55% wanted to work for the same company right through. That same number was only 34% in 2004. 

There is a generation coming behind them though who will be different again.  They were born around the time of the Sydney Olympics in 2000, have little recollection of the Lehman debacle in 2008 and except for those with close links to the Tohoku region, vaguely recall the ordeal of the 2011 earthquake, tsunami and nuclear core meltdowns.

They are going to graduate after the 2020 Tokyo Olympics.  They are going to see the part-time jobs market filled with Asian, mainly Chinese, students working their allowed 38 hours a week (more hours than the work week in France).  They are going to see driverless electric cars, Artificial Intelligence breakthroughs, the ubiquity of voice commands, bumptious robots and the Internet of Things controlling their lives.  Their demographic curve is in rapid decline, their numbers are dropping every year and will be half today’s figures by 2060. They are going to be in big demand.  The current unemployment rate of 2.8% will sink even further.  They will be free agents looking at multiple job offers and openings available to them. 

They will be the last juku or cram school generation.  University entrance requirements will collapse. Except for the absolute elite institutions, a pulse and cash will be the only entry requirements.  Tokyo is going to cap the numbers of students on campus, but the rest of the country will have no limits.  Many universities will be hungry for fees and desperate to attract students.  The Millennial’s successor generation, who some are calling Generation Z and for Japan, I am calling the “Olympics’ Generation”,  will have an entirely different perspective on education.  “Exam hell” will mainly disappear as a cultural construct for the 90%-95% who don’t aim for the elite universities.

 Mid-career hires are still an anathema for many local Japanese firms, but that is going to have to change. They simply will not be able to find staff.  What to do with women is confusing for them, as their structures are built on the old post-war model of husband works and the wife raises the kids.  That will have to disappear quite soon. 

This whole concept will have to change and they are going to have to learn to be more flexible about hours worked and leave.  When the kids get sick, the husband is still unlikely to be dropping tools and heading off to the school to pick up junior.  The working wife will need to do that and woe be tide to any firm who doesn’t cooperate, because others will and she will move on.   

Today, some domestic firms still look askance at employees having a profile on LinkedIn.  This site started as a pseudo-job board, but it has become another source of useful information available for free.  This will all add up to assisting greater job mobility.

Recruiters will be poaching people right, left and center to satisfy firms desperate to find young workers.  The wooing to move will be constant.  We have seen an aberration of Economics 101 where labour supply shortages have not yet resulted in wages growth.  That cannot last much longer.  Certainly this Olympics’ Generation will enjoy the financial benefits of powerful labour demand.

The key word for this Olympics’ Generation will be “mendokusai” (めんどくさい)or “bothersome” and anything duly defined will be resisted.  Companies are going to struggle with leading this generation.  The current Millennials may become their immediate bosses, but the cultural divide between them will be vast. 

Middle managers in Japan will be faced with the greatest challenges of any generation of Japanese leaders.  Unless they are properly trained for this onslaught, it is going to be a nightmare.  Their situation will simply outstrip the leadership answers usually tapped from OJT (On The Job Training).  There is no roadmap for this eventuality, because this is all a brave new world of leadership. 

Is anyone in Japan thinking about this?  I would say based on my discussions so far, the answer is “no”. 

You heard it hear first folks: “Winter is coming”.