Building Rapport in Japan
(Note: This transcript has been edited for readability.)
"You do have to have a baseline rapport with your counterpart if you want to be part of that conversation, without a doubt. If you come off as a boisterous, 'I have to work with you' American counterpart, because he's the guy in charge of this project, that doesn't mean they're going to invite you in behind the curtain, in any case—in fact, it hurts your chances. So, empathy for how the Japanese do their thing goes a very long way in any negotiation. That can probably be said for any country."
In this video, a service member discusses the importance of building rapport and taking an empathetic approach.