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
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_outlineSo 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.