If you’re an international business executive diving into Japan’s business landscape, you might be ready to uncover “problems” that your product or service can solve. But here’s the catch: in Japan, the word “problem” itself can be... a bit of a problem.
For many business leaders outside Japan, identifying and addressing problems head-on is often seen as the fastest way to solutions. But in Japan, where wa ( harmony ) and indirect communication ( reading the air ) are highly valued, calling something a “problem” can feel blunt or even rude. That doesn’t mean challenges don’t exist – they definitely do – but discussing them requires a polished approach. Here’s a look at how recognizing komaru (困る, “difficulties”) versus mondai (問題, “problems”) can help make your business conversations more effective in Japan.
1. Mondai: When Problem is Really a PROBLEM 🚨
In Japan, mondai signifies a true issue that needs addressing. It’s serious and direct, implying accountability. Think urgent delays, product recalls, or major customer complaints – situations where solutions are demanded.
Recently, I was on a call with a business leader eager to dive into “problems” with Japanese clients. As he discussed plans for his next visit to Japan, he emphasized his goal of understanding “their problems.” Yet, despite multiple trips, he hadn’t succeeded in getting anyone to address issues directly. Why? In Japanese culture, mondai isn’t a casual word; it implies fault or urgency. Labeling something as mondai can make people defensive – it’s a powerful word best used sparingly, especially in early conversations.
2. Komaru: A Friendly Difficulty 🤔
Here’s where komaru shines. Unlike mondai, komaru doesn’t imply urgency or fault; it’s more like saying, “There’s something a bit troublesome.” This softer language invites others to open up about challenges or frustrations without pressure to fix them immediately.
In a business conversation, beginning with komaru is a great way to explore pain points without demanding solutions. Rather than asking, “What problems do you have?” try something like, “Are there any areas where things feel a bit challenging?” This gentler approach makes it easier for your counterpart to talk openly about difficulties, which can help uncover where your service might fit.
3. Culture Counts: Why “Problem Solving” Can Backfire 🔍
In Western cultures, “problem-solving” is valued, and diving into problems quickly is seen as efficient. But in Japan, highlighting issues directly can warp the wa ( harmony ) and make people uncomfortable. I recently recalled to a customer meeting, earlier in my career ) with a US CEO. Determined to help, he kept saying, “You have a problem here,” “This problem needs fixing,” and so on. The translator did their best, translating “problem” as mondai-mondai, but the impact was palpable – you could watch the Japanese leadership team mentally checking out with each repetition.
As the CEO leaned in with, “Houston, we have a problem!” – a classic line in American business culture – the room fell silent. What seemed like a funny quip to him landed poorly as it was lost in translation, only added tension, reinforcing that too much direct language about “problems” can shut down dialogue fast in Japan. His well-meaning approach accidentally backfired by repeatedly labeling challenges as mondai, signaling blame and urgency, which wasn’t the most effective strategy in this context.
4. Finding the Path of Least Resistance (and More Opportunity) 🌊
In Japan, understanding language subtleties helps you approach business relationships with respect. Try framing your questions like:
“Are there areas where things could go a bit more smoothly?”
“Are there any challenges where we could be of assistance?”
Such questions encourage open dialogue without triggering discomfort. If they do mention a mondai, that’s your sign to carefully approach the conversation with empathy. And if they don’t bring it up directly, don’t push it – sometimes gently uncovering “troubles” yields far better results than pressing on perceived “problems.”
5. When to Use Mondai (and How to Do It Right) 🎯
Of course, there are times when mondai is the right term, especially once you’ve built trust and your client openly shares an issue. Addressing mondai at this stage signifies that you’re ready to tackle a serious concern. Keep in mind, though, that getting to this level of openness in Japan takes time, patience, and understanding. Initially it's best to work on your KLT, become KNOW, LIKED and TRUSTED.
Wrapping Up: No Problem, No Mondai – Just a Little Komaru
Adjusting your approach to suit Japan’s business culture shows respect and understanding of the subtleties in Japanese communication. Approach conversations through komaru, listen for hints of mondai, and remember that patience and empathy are key. Before you pull out a “Houston, we have a problem” line, consider how shifting your focus from “problems” to “troubles” can open up conversations in a way that builds trust and understanding.
In short, for smoother business conversations: No mondai, no problem!
Are you a technology business looking to tap into Japan’s market? Need some help scaling your business here? With decades of experience working with top tech players, I specialize in helping innovative companies find their footing and grow in Japan.
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