Japon
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title: Japan description: When €12 million wasn’t really about €12 million.
JAPAN
€12 million vs. an apology.
THE MISSING FOLDER
A meeting with Japanese counterparts started badly.
An important Japanese participant did not have the folder he was supposed to have.
Something that could seem like a small logistical problem immediately affected the atmosphere.
The lesson:
Small details can carry a lot of meaning.
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THE €12M PROBLEM
In another negotiation, a French side was facing a potential liability of around €12 million because of a delay.
The Japanese side was willing to waive the €12 million.
But they wanted something in return.
An official apology from the French president, on behalf of France.
At first, this seems strange.
Why would an apology be worth €12 million?
Because the two sides were not negotiating the same thing.
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WHAT THEY REALLY WANTED
The French side saw:
€12M
The Japanese side saw:
REPUTATION
The delay threatened their reputation for punctuality.
The apology had symbolic value.
It acknowledged responsibility and helped protect the relationship and reputation.
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THE CONCEPT
Never assume that the thing someone asks for is the thing they value most.
Ask:
Why do they want this?
Behind a position there can be:
- money
- reputation
- status
- respect
- recognition
- relationships
- precedent
- face
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CONNECTED IDEAS
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REMEMBER
If someone gives up €12M, find out what they are getting instead.
