339 Building A Team In Stages In Japan
The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Release Date: 02/16/2025
The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
At some stage in every career, the moment arrives: you’re asked to give a presentation. Early on, it may be a straightforward project update delivered to colleagues or a report shared with your manager. But as you advance, the scope expands. Suddenly you’re addressing a whole-company kickoff, an executive offsite, or even speaking on behalf of your firm or industry at a public event. That leap — from small team updates to high-stakes presentations — is steep. And so are the nerves that come with it. Why Presentations Trigger Nerves In front of colleagues, we often feel confident. But...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Negotiating in Japan is never just about numbers on a contract. It is about trust, credibility, and ensuring that the relationship remains intact long after the ink is dry. Unlike in Western business settings, where aggressive tactics or rapid deals are often admired, in Japan negotiations unfold slowly, with harmony and continuity as the guiding principles. The key is to combine negotiation frameworks such as BATNA (Best Alternative To a Negotiated Agreement) with cultural sensitivity. By doing so, foreign executives and domestic leaders alike can win deals without damaging vital...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transactional process where one side outwits the other and receives the majority of the value. Think about your own business? How many business partners do you have where this would apply? For the vast majority of cases we are not after a single sale. We are thinking about LTV – the life time value of the customer. We are focused on the proportion of our time spent hunting for new business as opposed to farming the existing business. Where do you think...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Presenting isn’t always adoration, adulation, regard and agreement. Sometimes, we have to go into hostile territory with a message that is not welcomed, appreciated or believed. Think meetings with the Board, the unions, shareholders, angry consumers and when you have sharp elbowed rivals in the room. It is rare to be ambushed at a presentation in Japan and suddenly find yourself confronting a hostile version of the Mexican wave, as the assembled unwashed and disgruntled take turns to lay into you. Usually, we know in advance this is going to get hot and...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
So many sad cases of people dying here in Japan from what is called karoshi and the media constantly talks about death through overwork. This is nonsense and the media are doing us all a disservice. This is fake news. The cases of physical work killing you are almost exclusively limited to situations where physical strain has induced a cardiac arrest or a cerebral incident resulting in a stroke. In Japan, that cause of death from overwork rarely happens. The vast majority of cases of karoshi death are related to suicide by the employee. This is a reaction to...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Presenting to buying teams is very tricky in Japan. Because of the convoluted decision making process here, there will be many voices involved in the final decision. What makes it even harder is that some of those key influencers may not ever be present in the meeting. Those proposing the change have to go around to each one of them and get their chop on the piece of paper authorizing the buying decision. In the case of Western companies, the decision tends to be taken in the meeting after everyone has had their say. In Japan there is a lot of groundwork needed so that...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
How should we dress when presenting and does it actually matter? Yep, it matters - particularly in Japan. Japan is a very formal country, in love with ceremony, pomp and circumstance. Always up your formality level in dress terms in Japan, compared to how formal you think will be enough. This was a big shock for this Aussie boy from Brisbane, who spent a good chunk of his life wearing shorts and T-shirts or blue jeans and T-shirts. Tokyo is not Silicon Valley, where dress down is de rigueur and where suits have gone the way of the Dodo. This is a very well...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
We don’t run perfect organisations stocked with perfect people, led by perfect bosses. There are always going to be failings, inadequacies, mistakes, shortcomings and downright stupidity in play. If we manage to keep all of these within the castle walls, then that is one level of complexity. It is when we share these challenges with clients that we raise the temperature quite a few notches. How do you handle cases where your people have really upset a client? The service or product was delivered, but the client’s representative is really unhappy with one of...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Consultative selling is very passé in the West, yet it has hardly swum ashore here as yet. There are some cultural traits in Japan that work against sales success, such as not initiating a conversation with strangers. This makes networking a bit tricky to say the least. We train salespeople here in Japan and the following list is made up of the most common complaints companies have about their salespeople’s failings and why they are sending them to us for...
info_outlineThe Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan
Storytelling is one of those things that we all know about, but where we could do a much better job of utilising this facility in business. It allows us to engage the audience in a way that makes our message more accessible. In any presentation there may be some key information or messages we wish to relay and yet we rarely wrap this information up in a story. As an audience we are more open to stories than bold statements or dry facts. The presenter’s opinion is always going to trigger some debate or doubt in the minds of the audience. The same detail enmeshed...
info_outlineTeam 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 whether we brought new members onboard or we started from scratch.
Teams are fluid. People come and go, so there is never an end point to team building. “Yeah, it’s built” would be fatal last words for a leader. Before you have even drained the champagne flute in celebration, your best performer is planning to head off to bigger and better things with your competitor.
So we are constantly adding people to the team, even if we kicked it off ourselves. New individuals arrive with their own work culture, cobbled together like a coat of many colours from their previous employment. The team has to coalesce again and again and we are the orchestra conductor. Our job is to get all the specialists to “play nice” together and in harmony. It helps to analyse what we are doing and remind ourselves that there are four stages of team building.
1. Uncertainty
If we have newly been parachuted into a team as the boss or whenever new members are injected into the existing team, we are in stage one of team building. In Japan, this is a tricky stage. If we are new, the team is uncertain of us. They have been moulded by our predecessor and have worked each other out. Here we turn up, all shiny and new with our “whacky” ideas , idiosyncrasies, foibles, penchants and talents. If we later bring in someone new, now the whole team has to regroup again. What will this person be like, are they going to be cooperative, nice, trustworthy? What will happen to my role – is it safe, will it change?
- Anxiety
If we know in advance that there is this uncertainty stage then we can prepare for it. Often though, the “new broom” boss arrives, puffed up with their own massive self-belief, hubris, ambition and zeal. They scare the team because they blow up everyone’s comfort zone. Things start to change rapidly. Few in Japan are up for the roller coaster ride about to commence.
People’s roles start to change as the new boss reorganizes things. Performance standards are invariably raised, because the new leader is here to demonstrate their metal to their boss. Life becomes more fragile for some and they look for ways to protect themselves. In foreign multi-nationals, if things become too intense or too dire in Japan, then the real trouble starts. Senior executives at headquarters start to receive anonymous communication, telling them what a jerk this new boss is and pointing out in florid detail how they are destroying the Japan business.
In smaller Japan operations, there is a possibility some people are going to be moved out. “Am I next?”, is a permanent question in the minds of the survivors. New people are being absorbed into the team, but this takes time. Change creates a sense of instability in the team. Are these new folk going to be “teacher’s pet” because the new boss hired them or are they going to become part of the existing team? The key question for everyone is are they with “us” or “them”?
- Clarity
The card carrying “boss watchers” in the team, that is to say, the whole team, start to work the new boss out. Their intelligence, skill set, experience, capability, emotional quotient, etc., are very carefully calibrated. The navigation required for dealing with the new boss is gradually discovered. People adjust to the new style or they just leave if they don’t like it. As we know, people don’t leave companies – they leave bosses.
The new mid-career hire arrivals get a similar ruler run over them, to measure how well they will fit in. If they don’t fit in, then the herd groups together and tries to isolate them out. So, if they stay, then they have been successfully acclimatised to the dominant culture of the work group. This is often the opposite of what the new boss desired to happen. They expected the new people would be sprinkling their pixy dust on the “old” team members and creating the internal changes needed.
- Consistency
Presuming the new boss doesn’t blow the whole thing up and go down in flames, then things start to settle down. People get used to the new work requirements, their new colleagues, new boss, new targets and get back to focusing on their work. The team might even improve their performance and enjoy the recognition which comes with success. If the boss is any good, then the team now have a greater sense of shared responsibility toward achieving the targets and to supporting each other.
Just when all this harmony and light comes together, the boss gets sent somewhere else to a new role and a new shiny boss arrives. “Here we go again”, is the common refrain. The team has been here before, so they know the clock is ticking on the new arrival. Many have worked out how to slow down change and ride the wave of instability. Building the team is complex anywhere, but short stay bosses in Japan really have their work cut out for them. These four stages will help to provide a framework for context and agility to make the decisions required to be effective here as a team leader.