Blogs and Articles from Third Way Forum Membrs

・ To define Tatemae is difficult as it has several different aspects and they are all parts of Tatemae. In Kanji, it is written 建前, it literally means “something standing in front of the building”.

・ Tatemae is also used as a mean to fulfill the purpose of building and maintaining a good relationship. In business meetings for example, excuses are made or additional questions are asked instead of creating a bad atmosphere by saying that a contract cannot be signed. As these mean is widely used, Japanese are very skilled in applying Tatemae and foreigners have often difficulties in recognizing Tatemae properly. Although Tatemae might look bad or dishonest on the first glance, the driving purpose is often for good.

・ We believe Tatemae could be interpreted as one or the combination of the below items.

　 ◎ White lie to avoid hurting other people’s feelings or to maintain good relationship

　 ◎ Holding back some information

　 ◎ Self-PR

　 ◎ Representing the official position

　 ◎ Sugar coating used to avoid saying “No” but to insinuate “No”

・ Similar behaviors exist everywhere in the world too. The reason why Tatemae is a bit more complicated and difficult to deal with in Japan is that people often feel obligated to give explanation every time they say “No” such as “No, I am not attending this meeting.” Or “No, I am not coming with you this time.” Or “No, I don’t think it is a good idea.” Or “No, Thank you. We do not need your service.” Etc. Due to social pressure of conformity and conflict-averse mentality, when you say “No”, you feel you need to give some compelling reasons. Otherwise you would feel you may disturb the harmony. So you come up with some BS reasons which could sometimes sound strange. As the Western people are used to more direct answer of “No” or straight negative comments, this evasive Japanese ways of communicating “No” and negative messages could be very confusing.

・ On top of that, some Japanese people think that it is so difficult to explain to western people how things are in Japan, so they give up explaining and no longer expect their foreign bosses to understand them. So they just use Tatemae in their communication with foreigners just to keep harmony in the meeting.

・ However, in today’s globalized and digital world, there is less opportunity for Tatemae to be effective as the Japanese leaders need to interact with more and more foreign stakeholders who do not understand delicate nature of Tatemae.

・ Also, if there is a Tatemae, there is always a Honne (Real opinion). Unless the Japanese leaders get more assertive to express their real opinion quickly in the discussions, Japanese companies could not move things smoothly with their foreign stakeholders.

・ As some advice for foreigners, if you can not get straight answer from your Japanese partner and he or she is saying something strange, take the person aside and ask about what is going on personally. In this way, you are creating an opportunity for the Japanese person to tell you Honne discretely.

・ If the relationship is not strong, the Japanese people often use Tatemae. The Honne comes out only if there is good relationship and mutual trust. That’s why the relationship building is still important in Japan.

・ Therefore, the most important advice for foreigners would be to invest some time and effort to build good relationship and mutual trust with the Japanese stakeholders. The more trusting relationship you build with the Japanese, the less need they will have to use Tatemae with you.