SUBTEXTAmerican lawyer who spoke Japanese and was respected by his
Japanese colleagues. He worked for a Japanese law firm, but
they wouldn't let him service his Japanese clients alone because
he was only in his thirties. His firm knew that the clients would
be insulted unless a more experienced attorney was present at
meetings. The older lawyer, whether he was capable or not, gave
a subtext of authority to the meetings.
"There are many subtleties in dealing with the Japanese," Cathy
stressed. "Exchanging business cards is one area that can cause
problems. In the United States, you take someone's business card.
Perhaps you glance at it, then you put it in your pocket.
"In Japan, that would have all the subtext of an insult. You
must take the card, study it and make some complimentary comment
about it. Then you place it on the table and leave it there for
some time. Put it away too soon and you've insulted the owner.
The subtext would be 'This person is not important.'
"We Americans see Japan as moving at a slower pace. We
are often frustrated because they take a long time to make decisions.
Here in the States, a top executive will make a decision and
impose it down the line. In Japan, there is a committee, and
everyone on it has input into that decision. Each person reads
the document with the decision and stamps it with a seal. They
don't sign things as we do. They use a stamp cut out of ivory
with characters engraved on it. The seal carries the same subtext
that a signature does here. 'I agree to this.'
"In fact, you can give someone else your stamp to withdraw
money from a bank, and the bank will accept it!
"Because so many opinions are needed to make a decision,
and because the Japanese favor compromise and consensus, meet-
ings can seem endless, and there will be meeting after meeting