UNIVERSAL VISION

There’s a very old Japanese saying that goes like this; “If you want to understand what a Japanese wants to say, listen to their hearts and not their words.”

When I first came to live in Japan, I was told this by many of my close Japanese friends. I couldn’t understand it at all. I mean, as a westerner, and a male, it made no sense to me… It didn’t make any sense to me for the first 15 or 20 years of my living in Japan.

My reasoning went like this: How was I to understand what someone is thinking when their words tell me a different story? I am not Houdini or some sort of clairvoyant mind reader!

In fact, I remember many years ago, a very close friend of mine in Japan having much troubles because he always took what Japanese people said at face-value and considered them “liars” because they would often say one thing, but mean another. They would rarely “speak their hearts.” We had long discussions about this and he would often be angry and demand to me,

“If they think that, why don’t they just say so?!”

It is often said that Japanese people never say, “No!” Also they never say what they really mean. It’s true: Their true meaning is not in words spoken from their mouths, but not from their hearts.

My very close friend left Japan many years ago and never returned.

Now, after working in big companies as an executive or advisor to presidents and high ranking executives; after seeing grown Japanese men crying at meetings; after dismissing several dozen Japanese staff from their duties when I was a general manager; after two divorces, and finally one happy marriage (today nearly 20 years); this saying makes perfect sense to me:

“If you want to understand what a Japanese wants to say, listen to their hearts and not their words.”

Recently, I’ve had two dear friends visiting from overseas for work. I witnessed this saying in action yesterday twice within the span of a few hours.

The first example was when one of my friends (who doesn’t speak Japanese) asked a nice Japanese gentleman to make a short speech in English for a promotional video. The Japanese man said something like,

“Oh, yes. I can do that.”

But as soon as my foreign friend was out of earshot, the Japanese gentlemen leaned to me and said, “Mike! What should I do?”

Now, most people would think that the, “What should I do?” means, “Help me with my English.” Or, “How shall I say this?” But that’s not what he means. Those are his words, but by listening to his heart, I could tell what he was really saying was, “I do not have confidence in my English to make a speech. Isn’t there anything you can do for me?”

I looked him right in the eye and said, “I understand. How about we do just a little comment in English and the rest in Japanese?”

His eyes grew bright and he smiled and shook my hand with a sigh or great relief, “Oh yes. That would be best. Thank you.”

We held almost all the speech in Japanese. It went well. A success.

The second case was when we went to a different company to organize a project that had been ordered by the big boss. We met two sections chiefs and one of their marketing staff. We did the Japanese business card exchange ritual and sat down. The first thing out of the section chief’s mouth was,

“Thank you for coming. We were ordered by our boss to make a video and told we don’t have any time except today…”

Once again, any rationally thinking westerner would hear that and shake their heads in agreement.

But that isn’t what the guy’s heart was saying was, I knew exactly what his heart was saying, and it was this,

“Thank you for coming. We were ordered by our boss to make a video and told we don’t have any time except today. This is worrisome as we just found out about it. We have absolutely no plan on what we want and how to do it. Do we have to do it today?”

They had no idea what was going on but couldn’t defy the bosses orders… They were hinting to us that they wanted time to make a plan. It was plainly obvious to me. I said,

“Oh? Well, dear sirs, we are merely here to help you and it isn’t necessary at all to make this video today. We are here to show you what we can do and when you folks are ready, we’re here to help you. We can even attend your planning meetings, if you like.”

It was like a huge balloon filled with the hot air of tension deflated right their on the spot. Our there Japanese hosts suddenly allowed their backs to relax and they slightly sank back into their seats knowing the deadline Sword of Damocles wasn’t hanging over their head at that very moment.

I felt good that I could understand what these two cases really wanted to say when they spoke. It was very satisfying.

From understanding their hearts, I immediately build a bond of great trust and a sort of acceptance and intimate understanding that the Japanese have with each other.

It was wonderful that my two foreign friends could witness this first hand when they were here.

If all of us foreigners living and working in Japan remember this, it makes working and living with the Japanese all that much easier.

“If you want to understand what a Japanese wants to say, listen to their hearts and not their words.”