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363 The Truth About Death by Overwork in Japan

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

Release Date: 08/11/2025

381 Why Japan’s Talent Crunch Makes Retention a Core Strategy show art 381 Why Japan’s Talent Crunch Makes Retention a Core Strategy

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

Why is “recruit and retain” becoming the central talent strategy in Japan? Japan faces a demographic crunch: too few young people can meet employer demand, and this shortage has persisted for years. Since 2015, the shrinking youth population has pushed competition for early-career talent higher. With a smaller talent pool, every hiring decision carries more risk, and every resignation hits harder. Turnover among new recruits has started climbing again. A few years ago, more than 40% of new recruits left after training; the figure now sits around 34%, and it may rise further. Companies...

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380 Control the Narrative: What Buyers See Before You Meet show art 380 Control the Narrative: What Buyers See Before You Meet

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

Why do clients “check you out” online before the first sales meeting? Buyers now assume that everything about us is only a few mouse clicks away, so online “checking you out” happens before the calendar invite becomes real. Because this scrutiny is routine and increasing, therefore your credibility is being scored before you speak a word in the meeting. The script frames this as a certainty for salespeople: prospects will look at your social media and search results to decide who you are and whether you are worth their time. Because the check happens before the conversation, therefore...

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379 Why Your Posture Is Important When Presenting show art 379 Why Your Posture Is Important When Presenting

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

Why does posture matter for presenters on stage and on camera? Answer: Posture shapes both breathing and perception. A straighter posture aids airflow and spinal alignment, while signalling confidence and credibility. Because audiences often equate height and upright stance with leadership, slouching erodes trust before you say a word. Mini-summary: Straight posture helps you breathe better and look more credible. What posture choices project confidence in the room? Answer: Stand tall with your chin up so your gaze is level. Use intentional forward lean and chin drop only when...

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378 The Foreign Leader In Japan show art 378 The Foreign Leader In Japan

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

  Why do “crash-through” leadership styles fail in Japan?  Force does not embed change. Employees hold a social contract with their firms, and client relationships are prized. Attempts to push damaging directives meet stiff resistance, and status alone cannot compel people whose careers outlast the expatriate’s assignment. Mini-summary: Pressure triggers pushback; relationships and continuity beat status. What happens when a foreign boss vents or shows anger? Answer: It backfires. Losing one’s temper is seen as childish and out of control. Credible leaders stay...

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377 Curiosity, Then Context: The Smart Short Pitch show art 377 Curiosity, Then Context: The Smart Short Pitch

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

Why use a one-minute pitch when you dislike pitching? Answer: In settings with almost no face-to-face time—especially networking—you cannot ask deep questions to uncover needs. A one-minute pitch becomes a bridge to a follow-up meeting rather than a full sales push, avoiding the “bludgeon with data” approach. Mini-summary: Use a short bridge pitch when time is scarce; aim for the meeting, not the sale. When is a one-minute pitch most useful? Answer: At events where you are filtering many brief conversations to find prospects worth a longer office meeting. You do not want...

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376 In Japan, Should Presenters Recycle Content Between Talks? show art 376 In Japan, Should Presenters Recycle Content Between Talks?

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

 Yes—recycling is iteration, not repetition. Each audience, venue and timing change what lands, so a second delivery becomes an upgrade: trim what dragged, expand what sparked questions, and replace weaker examples. The result is safer and stronger than untested, wholly new content. Mini-summary: Recycle to refine—familiar structure, higher quality. How can you create opportunities to repeat a talk? Answer: Negotiate for tailoring rather than exclusivity. Many hosts want “unique” content; offer contextualised examples, revised emphasis and organisation-specific language...

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375 Mentoring Under Pressure: How Bosses in Japan Make Change Work show art 375 Mentoring Under Pressure: How Bosses in Japan Make Change Work

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

In Japan, why is “capable and loyal” no longer enough? Answer: Technology, the post-1990 restructuring of management layers, and globalisation have reshaped how work moves in Japan. Because hierarchies compressed and expectations widened, teams now face faster cycles and more frequent transitions. AI will add further disruption, so stability must be created by leadership rather than assumed from tenure. Mini-summary: Hierarchy compression + globalisation + AI = persistent change; leadership provides the rhythm that tenure used to provide. In Japan, what should managers do first...

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374 Selling in Japan: Why Two Out of Six Is a Win show art 374 Selling in Japan: Why Two Out of Six Is a Win

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

Salespeople worldwide use frameworks to measure meeting success, but Japan’s unique business culture challenges many Western methods. Let’s explore the BANTER model—Budget, Authority, Need, Timing, Engagement, Request—and see how it fits into Japan’s sales environment. 1. What is the BANTER model in sales? BANTER is a simple six-point scoring system for sales calls. Each letter stands for a key factor: Budget, Authority, Need, Timing, Engagement, and Request. A salesperson assigns one point for each element successfully confirmed. A perfect score means six out of six, showing a...

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373 From Scripted to Authentic- How Leaders Win on Stage show art 373 From Scripted to Authentic- How Leaders Win on Stage

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

In high-stakes business events, especially in Japan, executives are often forced to deliver presentations crafted by others. This creates a dangerous disconnect between speaker and message. Let’s explore how leaders can reclaim authenticity and impact, even when the material is not their own. Why is speaking from a borrowed script so risky? Executives frequently inherit content from PR or marketing teams. These materials may be polished, but they are rarely authentic. Japan’s perfection-driven corporate culture magnifies the stress, where even a small misstep can harm reputations. When...

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372 From Ritz-Carlton to Pasona: What Leaders Can Learn About Mood Making show art 372 From Ritz-Carlton to Pasona: What Leaders Can Learn About Mood Making

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

What does it mean for a leader to be the “mood maker”? A mood maker is someone who sets the emotional tone of the team. When leaders stay isolated in plush executive offices, they risk losing contact with their people. Research and experience show that a leader’s visibility directly affects engagement, loyalty, and performance. Leaders who project energy and conviction, day after day, create the emotional climate that shapes culture. Mini-summary: Leaders set the emotional temperature—visibility and energy are non-negotiable. Why does visibility matter so much? Japanese business...

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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 mental and physical exhaustion and the associated stress that piles up, until it totally overwhelming.  So the real source of death from karaoshi is stress, not physically working too hard.  Just where is that stress coming from?

It is coming from two sources:  the individual’s inability to deal with the stress of long hours, long commutes, and no time for recovery, driving them to depression and ending their own precious lives.  The other source is management incompetence, to allow that amount of stress to be experienced by their staff in the first place.  It is compounded by power harassment of those who struggle to keep up with the output requirements.

In my view, management irresponsibility is the prime killer.  If there were no cases of exceptional stress buildup, then the staff wouldn’t need remedial actions at all.  The long hours worked, long hours of public transport commutation and high amounts of pressure from bosses are the real problems.  The hundreds of extra hours of overtime worked are being logged for no justifiable reason. 

In many previous cases, such as Dentsu, the company tried to hide the extent of the hours being worked.   Management was party to the process, all the while knowing it was wrong.  They were also aware of previous cases where people cracked under the strain of too little sleep and permanent tiredness and took their own life.  They knew this was a possibility, but did nothing to alter the work flows.

This is criminal and that is what the courts found.  Dentsu was fined 500,000 yen by the judicial system.  However, was justice served?  The young woman involved was 24 years old when she jumped off the roof of the Dentsu dormitory, to kill herself and end her stress and depression.  Many would consider a fine of 500,000 yen insignificant.

The management didn’t control the work flow.  If there was so much work on, why didn’t they bring in either more full time staff or part-time or contract workers to help?  This is what bosses are paid to do – get through the work and apply the required resources to do that.  The system didn’t see it that way.  Presumably, they expected the staff to put in the ridiculous hours to save the company the money needed for salaries for new or additional staff.

 We can talk about there being a culture of long hours in Japan and it is true.  Dentsu was picked out in the 1970s by Time Magazine as a company of fearless samurai salarymen, toiling ridiculous hours for their bosses, so this is not a new development.  They were held up as a model to contrast with their flabby Western counterparts. These long hours weren’t needed then and are not needed now.

It is being driven by a pathetic white collar culture of low productivity.  The work expands to fit the time in Japan as per Parkinson’s Law and so working hours elongate to suit.  If bosses were capable, they would be seeking improvements in productivity to get through the work in less time.  Is Japan not capable of being highly productive? 

The kaizen and kamban production systems in manufacturing are well known in the West as methods of achieving maximum efficiency by blue collar workers.  The irony is that one hundred meters away, staff in corporate offices are working at super low levels of efficiency for the same company – the contrast is large.  How can the same senior managers entertain these two contradictory ideas in their minds, at the same time? 

No problem for them because they have compartmentalised the situations.  “This is how we do it around here and so we will keep it going just as it is.  The factory system is different to an office, so there is no relevancy”.  That is simply lazy thinking.  Efficiency in process, in workload distribution, in systems sequencing, in checking methods, in approvals are all areas that can be applied to office work as well.

What is being kept alive by mediocre company leaders in the way of standard Japanese corporate practices?  Here is a list of leadership crimes for which no one is ever reprimanded.  No clear daily prioritised individual goals, poor time management, meetings too numerous and too long.  Painfully slow decision-making required to get everyone on board.  Disengaged staff turning up to get paid and not motivated to be bothered to innovate.  Poor communication, no real coaching, demotivating performance evaluations, mistaken mistake handling methods and zero effectiveness delegation skills on the part of undereducated leaders, promoted on the basis of longevity and age hierarchy, rather than their ability.

There are no excuses for this legacy system to continue in the 21st century and we have to change it from the inside out.  Government estimates are that roughly 20% of the working population is suffering from depression.  It is time to change things in Japan.  We should see no more cases of karoshi here – there are simply no justifications for continued company mismanagement of their staff.  We need to better educate the leaders on how to lead, to teach the managers how to manage and to encourage the staff to push back on illegal requests from senior management to work crazy hours.