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Lesson Eleven Cultural Differences in Western and Japanese Decision-Making

日本与西方决策方式中的文化差异

To talk about problem-solving or decision-making within a national environment means examining many complex cultural forces. It means trying to measure the impact of these forces on

contemporary life, and also coming to grips with changes now taking place.

以国家为背景探讨解决问题或做出决策的方式就意味着研究许多复杂的文化因素。 它意味着试图评估这些因素对现代生活的影响，也意味着把握目前正在发生的变化。

In Japan, the most important thing is what organization you work for. This is of extreme importance when trying to analyze the direction-taking or decision-making process. At the least, it explains the greater job stability in Japan, in contrast to the great job mobility in America.

在日本，最重要的是你为什么单位工作。 在对其取向或决策过程进行分析时，这一点尤为重要。 至少，它说明了美国的工作流动性大和相比而言日本的工作稳定性极高的原因。

While we differ in many ways, such differences are neither superior nor inferior to each other. A particular pattern of management behavior develops from a complex mixture of unique cultural factors — and will only work within a given culture.

尽管我们在许多方面存在差异，但这些差异并无优劣之分。 某一特定的管理行为模式，是由其独特的文化因素复合发展而成的——因而仅在一定的文化中起作用。

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Let me try to describe three or four characteristics of the Japanese environment that in some way affect decision-making or direction-taking and problem-solving. These characteristics are related to each other.

让我来描述一下日本民族的三四个文化背景特征，它们以某种方式影响着决策或者取向，以及解决问题的方式。 这些特征是相互联系的。

First, in any approach to a problem and in any negotiations in Japan, there is the \Western \sides present their arguments openly from their own point of view — they state what they want and what they expect to get. A confrontation situation is thereby set up, and Westerners are very skillful in dealing with this. 首先，在日本，任何解决问题的方法或任何谈判都体现着\你对你\的方式，这与西方\我对你\的方式截然不同。 差别在于：在\我对你\的方式中，双方都坦率地从自己的观点出发提出主张——他们说出自己想要什么，希望得到什么。 如此一来就形成了对峙的局面，而西方人十分善于应付对峙局面。

The \side — automatically and often unconsciously — trying to

understand the other person's point of view. Thus, the direction of the meeting is a mutual attempt to reduce confrontation and achieve harmony.

日本人所采用的\你对你\的方式则建立在各方——自然而然地并常常是下意识地——力图理解对方观点的基础之上。 因此，会晤所向是双方共同努力减少对峙，谋求和谐。

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A second characteristic is based on \\thoughts and opinions of everyone at all levels. This is true of both private enterprises and government ministries. In Japan there is a drive for unity within the group — whether it is family, company, or Parliament.

第二个特点的基础是\一致共识\及\由下而上\。 在日本，更多的是对各阶层所有人员的想法和意见都予以认真考虑。 无论是私人企业还是政府部门均是如此。 在日本，人们力求团体的统一，不论这团体是家庭、公司还是国会。

The difference is that Western style decision-making proceeds mostly from top management and often does not consult middle management or the worker while in Japan, ideas can be created at the lowest levels, travel upward through an organization and have an impact on the eventual decision. This is \

差别在于，西方式的决策多半源自高层管理人员，通常不征求中层管理人员或员工的意见；而在日本，最底层的人员也能提出想法，然后通过组织上传，对最后的决策产生影响。 此谓\由下而上\。

There is also a characteristic style of communication in Japan that is different from the Western way.

日本特有的交流方式也与西方的不同。

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