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354 Presenting Elicits Valuable Lessons. Capture Them.

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

Release Date: 06/08/2025

367 How to Give Your First Major Presentation With Confidence show art 367 How to Give Your First Major Presentation With Confidence

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...

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366 Win the Deal: Negotiating in Japan Without Losing the Relationship (Part Two) show art 366 Win the Deal: Negotiating in Japan Without Losing the Relationship (Part Two)

The 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...

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365 Win the Deal In Japan Without Losing the Relationship Part One show art 365 Win the Deal In Japan Without Losing the Relationship Part One

The 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...

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364 You Can’t Win A Knife Fight With A Slide Deck show art 364 You Can’t Win A Knife Fight With A Slide Deck

The 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...

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363 The Truth About Death by Overwork in Japan show art 363 The Truth About Death by Overwork in Japan

The 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...

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362 One Pitch, No Matter How Genius, Never Works in Japan show art 362 One Pitch, No Matter How Genius, Never Works in Japan

The 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...

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361 Your Outfit Speaks First – Make It Say ‘Professional’ show art 361 Your Outfit Speaks First – Make It Say ‘Professional’

The 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...

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360 Back Your Team Or You Break Their Trust show art 360 Back Your Team Or You Break Their Trust

The 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...

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359 The Sales Trap Crippling Japanese Business show art 359 The Sales Trap Crippling Japanese Business

The 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...

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358 Story Magic show art 358 Story Magic

The 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...

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 Today is a good time to start reviewing and reflecting upon the presentations you have over the past few years.  What have you learnt not to do and what have you learnt to keep doing?  Those who don’t study their own presentations history are bound to repeat the errors of the past.  Sounds reasonable doesn’t it. We are all mentally geared up for improvements over time.  The only issue is that these improvements are not ordained and we have to create our own futures.

Do you have a good record keeping system?  When I got back to Japan in 1992 I was the Australian Consul and Trade Commissioner in Nagoya.  As far as the locals were concerned, I was the Australian Ambassador to the Chubu Region.  I am sure the parade of the various Ambassadors in the Tokyo Embassy never saw it that way, but that is how the locals viewed my vice-regal presence.  One consequence was you were regularly asked to give long speeches.  I say long because a one hour speech would be a dawdle, compared to the two hour monstrosities you were expected to fill.

I started writing down the speech number, the title, who it was for, what language was I speaking and how long was the speech.  I did this because Japan loves the devil they know and you would be asked back to speak again and it is embarrassing if you don’t recall the first talk.  I am now over 560 speeches on my list.  Without knowing it I was compiling a body of  work as a speaker.  The list noted the topics I covered, which was a useful reservoir of things I could speak about if asked to venture forth a topic for the nominated speaking spot.

I would often use visuals.  When I started we were back in the dark ages and were using overhead projectors (OHPs) and breakthrough innovations like colour OHPs instead of just black and white images.  For photographs, we used a slide carousel and a slide projector.  At some point we moved to powerpoint and life got a whole lot easier, when it came to preparing presentations.  Somewhere I probably still have those OHP presentations stored away somewhere, except today you would struggle to find an overhead projector to show them with.  We can much more easily store our presentation materials today, so there is no excuse about not doing that.

I keep my presentations in digital files stored by the year in which they were delivered.  This is very handy because you can go back and see what you covered when you gave that talk.  Some of the images may be plundered for a current presentation, if they are relevant, so it is a nice resource to draw on.  You can also see how much you have grown in sophistication as a presenter, by looking at the quality of what you have been presenting.  This is a step we shouldn’t miss because we are often so caught up in our everyday, we lose sense of the time progression in our presenter lives.

A more difficult task is to grab the points that are additional to the slides.  These may be kept as notes on the print out of the slide deck or in a notes format for the talk.  If I have notes, which these days is pretty rare, then they will be very brief.  They are flags for me to expand upon when I am delivering my talk.  More frequently I will print out two or four slides per page and then write on those pages.  I will note some key points I want to make when we get to that slide.  If I am not using slides then the notes format plays the same prompt role. 

 Things occur to me during a talk, which were not planned.  Maybe I got a light bulb type of idea or a question exposed an answer and brought some additional information to the forefront.  One thing I strongly recommend is immediately after the speech, carve out thirty minutes for quiet reflection on the talk and think about what things you would change in order to make it better next time.  The tendency is to rush back to work, which usually means either meetings or catching up on email.  They can wait.  Don’t schedule back to back activities after the talk – give yourself a little time to think.

What I find hard to do is to store the notes hand written on the pages and the notes on the ideas which occurred to me after the talk.  Paper tends to get lost and you throw it out in a bug of spring cleaning and lose it.  Either take photos of the notes on your phone or scan the pages and then file them together with the electronic slide deck in the file for that year of talks.  This way you never lose the inspiration and record of your thinking about this topic.

Time will pass.  You will deliver talks, will get ideas both before and after.  Capture them and learn from what went well and how you can improve on it for next time.  You need a system and if you don’t have one today,  then now is a good time to think about creating one.