Japan and Germany are leading economic nations in their regions and are both among the most influential and powerful countries in the world. Companies from both countries are economically active in the other country. There are always opportunities for optimization and mutual learning, especially in communication and direct, personal cooperation.
What makes Germany so interesting for Japanese companies
The German economy has been running at full speed for several years now. The performance of the German economy is enormous and there is full employment in almost all sectors. Within the European Economic Community, Germany is not only in the middle of the pack regionally, but as the strongest country in Europe economically, it is also the hub for companies seeking success in Europe. Some countries, such as China, have recognized this and are investing heavily in Germany, acquiring stakes in companies in order to maintain a long-term presence in this region.
Similarities
Japan and Germany have a long tradition in common. Above all, it is based on some very similar values. Both countries are considered to be particularly efficient in their regions, leaders in technology, business and pioneering research. The people in both countries have an above-average level of education, focus on hard work, cleanliness, a high degree of reliability and loyalty and, another thing they have in common, are both considered somewhat “distant” in their regions. Products from both countries are among the top products in the global economy, especially when it comes to the combination of quality and functionality.
At the same time, however, there are also clear differences. While Japanese people in Europe, for example, are perceived as particularly polite (I can definitely confirm that they are, having spent time working in Japan), Germans tend to have a reputation for being a little too direct and, in their somewhat dictatorial correctness, can even come across as rude. When you enter a store in Japan as a customer, you usually experience customer orientation at its best, whereas in Germany you unfortunately have to deal with rude employees time and again.
What they both have in common is a high standard of performance and success overall.
Space for orientation: communication
Many Japanese companies have been active and successful in Germany for years. At the same time, there are always opportunities to optimize this cooperation, especially in communication. Whether in purchasing or sales talks, in discussions or when making decisions, whether in management situations or in team communication – the Japanese and Germans work somewhat differently here.
German customers appreciate a higher degree of openness and a certain directness from salespeople and sales consultants. Basically, it doesn’t matter whether the encounter takes place in a store or at a trade fair stand, for example. And many Japanese companies use Germany as one of the most important trade fair locations in the world!
Interview
A few questions for Thomas Ito, 49, translator and expert in Japanese-German communication:
How can Japanese people start a conversation with Germans in a very positive way?
I think most Germans love their country. And they are proud of its achievements. In this respect, it might be wise to praise “typical German things”: The autobahn, for example, German beer, good German sausage…and Goethe, of course! Hitler, on the other hand, should not be mentioned if possible: He is quite embarrassing to Germans, and the common German doesn’t particularly like to talk about him.
Which Japanese habit should be avoided in Germany?
Slurping is considered impolite in Germany…even if it is quite common in Japan when eating noodle soup. What really confuses Germans, however, is constant apologizing – while in Japan “sumimasen” is good manners, Germans will often ask back in confusion: “What are you apologizing for all the time?” So it’s better to apologize less often, otherwise the German will think his Japanese counterpart has a guilt complex.
A tip for better team meetings with German colleagues?
When a Japanese person says: “It’s difficult”, a German understands: “It can be done if we just make an effort.” And unfortunately, this is often the exact opposite of what was actually meant. In meetings with Germans, it is therefore sometimes advisable to say the words “Can’t, no, we can’t do it” openly. Although this sometimes requires courage, it is still better than death by karoshi.
The key to understanding the Germans?
“The world shall once again recover from the German spirit and German nature.” Heinrich Heine once wrote, and this sentence has become deeply engraved in the collective DNA of Germans: they are often very full of themselves. When in doubt, the only thing that helps is a lot of patience and understanding for this little “tic” when the German counterpart wants to know everything better, wants to be better. If you just let them do it, the German will recognize soon enough when they are getting it wrong…and is then usually genuinely grateful for constructive suggestions on how to do it better.
Room for optimization: Leadership
Within company organizations, the differences are even more pronounced. The hierarchies and collaboration across hierarchies work slightly differently in each case.
German employees are managed with a little more individual freedom, while Japanese employees rely much more on working in a network, in a team. This means that managers need a slightly different management style if they want to be successful with their teams for the company. The management style in Germany is very situational, somewhat more flexible and very task-oriented. To put it in simple terms: the manager discusses an assignment with employees, including content, framework conditions and objectives AND then leaves it more or less up to the employees to implement it to a high degree independently. The prerequisite here is a high level of employee skill, self-motivation and personal responsibility. Direct leadership is becoming less and less common and may be clearly rejected by employees.
A recommendation
Products from Japan enjoy an excellent reputation and the Japanese are very welcome in Germany. They are perceived as reliable, hard-working and efficient business partners. Germany is not only an interesting but also a decisive country for companies from Japan seeking success in Europe. This applies to both B2C business-to-customer and B2B business-to-business transactions. It is highly recommended for companies, managers and experts who are sent to Germany to prepare them very well for the intercultural similarities and differences, as well as for the current social and economic circumstances.
by Karl Heinz Lorenz