Section(B)
Cultural Differences in Western and Japanese Decision-making
To talk about problem-solving or decision-making within a national environment means examiningmany complex cultural forces. It means trying to measure the impact of these forces on contemporarylife, and also coming to grips with changes now taking place.
In Japan, the most important thing is what organization you work for. This is of extreme importancewhen trying to analyze the direction-taking or decision-making process. At the least, it explains thegreater job stability in Japan, in contrast to the great job mobility in America.
While we differ in many ways, such differences are neither superior nor inferior to each other. Aparticular pattern of management behavior develops from a complex mixture of unique cultural factors— and will only work within a given culture.
Let me try to describe three or four characteristics of the Japanese environment that in some wayaffect decision-making or direction-taking and problem-solving. These characteristics are related toeach other.
First, in any approach to a problem and in any negotiations in Japan, there is the "you to you"approach, as distinguished from the Western "I to you" approach. The difference is this: in "I to you",both sides present their arguments openly from their own point of view — they state what they wantand what they expect to get. A confrontation situation is thereby set up, and Westerners are veryskillful in dealing with this.
The "you to you" approach practiced in Japan is based on each side — automatically and oftenunconsciously — trying to understand the other person's point of view. Thus, the direction of themeeting is a mutual attempt to reduce confrontation and achieve harmony.
A second characteristic is based on "consensus opinion" and "bottom-up direction". In Japan greatconsideration is given to the thoughts and opinions of everyone at all levels. This is true of both privateenterprises and government ministries. In Japan there is a drive for unity within the group — whetherit is family, company, or Parliament.
The difference is that Western style decision-making proceeds mostly from top management andoften does not consult middle management or the worker while in Japan, ideas can be created at thelowest levels, travel upward through an organization and have an impact on the eventual decision. Thisis "bottom up".
There is also a characteristic style of communication in Japan that is different from the Western way.
The Japanese business person works to achieve harmony, even if the deal falls through, and willspend whatever time is necessary to determine a "you to you" approach, communicating personalviews only indirectly and delicately.
This places time in a different perspective. In Japan the Western deadline approach is secondary to athorough job. Owing to this difference in emphasis, the Japanese are thorough in their meetings as wellas in their production. Thus Americans are often frustrated by the many successive meetings in manyJapanese businesses. But where the American is pressing for a specific decision, the Japanese is tryingto devise a rather broad direction.
On the other hand, once a given agreement is made, it is the Japanese who sometimes wonder at theslow pace in which Westerners implement the decision. The Japanese are eager to move forward andWesterners, perhaps, lag behind as they take the time for in-depth planning.
Now, while Japan's industry and technology are highly developed, they have not replaced thefundamental force of human energy and motivation. By that I mean that the Japanese take great pridein doing a job well and getting it done no matter how much time is required. There is a commitment andsense of responsibility which have not yet been discarded in this age of machines.
In my field — finance and securities — I am often asked by Westerners how Nomura Securities hasmanaged to escape the paper traffic jam that American firms have faced. We, too, have had thatproblem. The Tokyo Stock Exchange often has between 200 and 300 million transactions a day. Thisvolume is many times more than that of the New York Stock Exchange. How can it be feasible to handlethis load?
First, we have very sophisticated computers. Second, and most important, the operational personnelresponsible for processing all these transactions stay and stay until the job is done. Perhaps in 20 years— or sooner — they will be more Westernized and insist on going home at five o'clock. But today, still,most insist on staying until the job is done. There is a sincere concern for quality.
This willingness to help in a pinch is an important aspect of Japanese problem-solving, and you find itat every level. Some years ago, the Matsushita company was having a very bad time. Among the manymeasures taken, Mr. Matsushita, the founder and then chairman, became the manager of the salesdepartment.
Also, when we at Nomura converted to computers about five years ago, the new system eliminatedthe jobs of 700 people. We did not dismiss these people; rather, we converted them to securities salespeople and some of these are now our leading sales people. Provided there is intelligence and awillingness to exert yourself, there is a place within the company to try and to succeed. In Japan, aperson's capabilities are not forced into an inflexible area. And we feel the company owes a workersomething for loyalty and commitment.
Words: 900
New Words
complex a. 1.復(fù)合的，復(fù)雜的 2.難以理解的，復(fù)雜的
grip n. 1.控制，支配 2.緊握，抓牢
vt 1.握緊，抓牢 2.吸引……的注意力或想像力等
extreme a. 1.最高限度的，極度的 2.盡可能遠(yuǎn)的；遙遠(yuǎn)的
n. 極端，過分
analyze vt. 分析，細(xì)查
▲stability n. 穩(wěn)定，穩(wěn)固
mobile a. 活動(dòng)的，易于移動(dòng)的，流動(dòng)的
mobility n. 流動(dòng)性，移動(dòng)性，易變性
differ vi. 1.不同，有異 2.（在意見方面）發(fā)生分歧
superior a. 1.優(yōu)于，強(qiáng)于 2.優(yōu)良的，卓越的 3.（在職位、地位方面）較高的
n. 上級(jí)，上司
inferior a. 級(jí)別低的，社會(huì)地位低的；次要的，次等的
n. 下級(jí)，下屬
negotiate v. 談判，磋商
negotiation n. 商議，談判，洽談
thereby ad. 因此，從而
harmony n. 和諧，融洽，和睦，一致
▲consensus n. 共同看法，（意見等的）一致
consideration n. 1.考慮，思考 2.體諒，照顧
enterprise n. 1.企業(yè)單位，商業(yè)公司 2.（艱巨的）事業(yè)，計(jì)劃
ministry n. (政府的)部
unity n. 和睦，協(xié)調(diào)，團(tuán)結(jié)，統(tǒng)一
parliament n. 議會(huì)，國(guó)會(huì)
consult vt. 1.請(qǐng)教，咨詢，找……商量 2.查閱，查看
vi. 交換意見，商議
delicate a. 1.巧妙的，需技巧的，敏感的 2.易損的，嬌嫩的
delicately ad. 巧妙地，細(xì)致地
owing a. 應(yīng)付的，未付的
successive a. 繼續(xù)的，連續(xù)的
lag vi. 走得慢，落后
n. 時(shí)間間隔；滯后
fundamental a. 基本的，基礎(chǔ)的，主要的
n. 基本原則，基本法則
discard vt. 丟棄，拋棄
▲transaction n. 交易，業(yè)務(wù)
volume n. 1.量，份量，額 2.（書的）卷，冊(cè) 3.音量，響度 4.體積，容積，容量
feasible a. 可行的，可能的，行得通的
sophisticated a. 1.復(fù)雜的，尖端的 2.世故的，老練的，精通的
operational a. 1.操作(上)的；經(jīng)營(yíng)的 2.即可使用的，即可行動(dòng)的
sincere a. 真誠(chéng)的，誠(chéng)實(shí)的
pinch n. 1.捏，掐，擰 2.一撮，微量
v. 捏，掐，擰
aspect n. 部分，方面
dismiss vt. 1.解雇，開除 2.放棄（想法、感情等），不再考慮 3.解散，遣散
provided conj. 如果，假若
exert vt. 1.努力，用力，盡力 2.運(yùn)用（能力或技巧），發(fā)揮
flexible a. 1.靈活的，可變通的，可適應(yīng)的 2.易彎曲的，柔韌的
inflexible a. 不可改變的，不受影響的，不屈服的
loyalty n. 忠誠(chéng)，忠心
Phrases and Expressions
come to grips with 著手解決(問題)或?qū)Ω?挑戰(zhàn)）
work for 為... ...工作，受雇于... ...
in contrast to 對(duì)比，比照
in some way 在某種意義上；有一點(diǎn)，有些
be related to 與... ...相關(guān)，與... ...有聯(lián)系
distinguish from 與... ...相區(qū)別
set up 造成，產(chǎn)生
fall through 失敗，成為泡影
owing to 因?yàn)?，由?br> press for 反復(fù)請(qǐng)求，緊急要求
wonder at 對(duì)... ...感到驚訝，驚嘆
lag behind 走得慢，落后
in a pinch 必要時(shí)
exert oneself 努力
Proper Names
Nomura Securities 野村證券
Tokyo Stock Exchange 東京證券交易所
New York Stock Exchange 紐約證券交易所
Matsushita (company) 松下（公司）
Matsushita 松下幸之助（松下公司創(chuàng)始人）