Prefatory NoteYou Can Become a Millionaire If You Are Considerate of the Situations of Your Peers and Respect Their PositionTakanori Nakajo, Honorary Advisor of Asahi Breweries, Ltd.■Japan Is Losing the Altruistic Mind The trend of self-centered people who never consider others, rules Japan, “the divine nation Nippon.”
Although intellects are concerned about this state of affairs and passionately preach the importance of altruism, there are not only small numbers of people who do not get enlightened, not only among youngsters but also among the management of large-scale companies.
The ancient words of a sage cited in “I Ching”, one of the oldest of the Chinese classic texts, preach that “what goes around comes around”, by teaching us to do lots of good for others, if you want to become happy. Such people (houses/companies) are sure to be blessed with fortune.
“The Analects of Confucius” also has a scene where one of Confucius’ disciples asks, “What is the most important thing among your teachings?” Confucius answered his question, saying, “I assume it is consideration.” In other words, he preaches that the most important thing is to have you in the opponent’s shoes and be considerate.
The same thing is underlined in modern business administration as well: You can’t win with “Product-Out” (producer/complacent mindset.) You can never win unless you are with “Market-In” (customer-centric.)
Even without theorizing like this, you can see it in the fact that the singer Haruo Minami*1, whose job totally depends on the number of his fans, shouted from the bottom of his heart, “My fans are my God.”
If you do business in a selfish way, you will end up bringing about your own ruin, like Horiemon of Livedoor*2 and Mr. Murakami of Murakami Fund*3. Even facing these incidents, people are not taking it as piercing reproach. This reality of Japan is lonely and agonizing.
*1 Haruo Minami was an Enka singer famous for his message, “My fans are my God.”*2Horiemon is a nickname of Mr. Takafumi Horie, the founder of the Internet service provider Livedoor Co. He was regarded as the icon of the new era of young entrepreneurs in Japan, before he was arrested for violating Securities and Exchange laws in 2006.*3Mr. Murakami is the founder of Murakami Fund, which was famous as an activist fund. However, he was also arrested for insider trading in 2006 in relation to the Livedoor incident.■Deal with Others Like a Spring Breeze I was assigned to the role of Senior Sales Director when Asahi Breweries, Ltd.’s performance was at rock bottom. The presidents were selected from the then the Sumitomo Bank, Limited from generation to generation.
Other than those who joined the company from other companies, I was one of the top employees who had gone up the corporate ladder, and as such, I was in a position to revive the company, which hit rock bottom after being divided up into smaller companies by the American occupation forces. The world authority Harvard University also regarded the Japanese beer industry as the typical oligopolistic business model, and used to teach that companies ranking second and below would never win in the industry, where the company K with the largest market share accounted for over 60%.
During the course of this challenge, the employees tended to lose confidence. Upon such circumstances, I used to tell them the 10 important points of “You can become a millionaire if you are considerate of the situations of your peers and respect their position.” Let me share them with you.
1. The best way to understand your opponent’s feelings is with “love”
”Love” is based on considering in the opponent’s shoes. Love your customers. “Consideration” means to put your feet in the opponent’s shoes and consider their situation. Mother’s unconditional “love” that requires nothing in return is the best and pure.
2. “Courtesy” helps others as well as yourself
People can never live alone. The mind of being strongly conscious of the opponent is “benevolence.” The Chinese character of “benevolence” consists of the parts indicating “Human beings are two persons.” “Benevolence” is something that can not be seen but is rather a concept that takes form when it is revealed through “courtesy.” When you thank someone, do it quick even simple, instead of being polite but late. Using a fax machine is better than a phone.
3. Keep your promises
Just by keeping your promises, the opponent thinks that you value him or her. Promises of “nice to have someday…” are the kind of ones you have to make sure to keep. Although it might be easier to make a promise and break it later, don’t do it. Rather, have the courage to never make a promise that you can’t keep.
4. Become used to being scolded at. When you lose, you actually win
No matter how many blunders you may make, if you are used to being scolded at, you can gain favor in those who scold you. If someone scolds you, become closer to that person! Scolding you proves the fact that the person cares for you.
5. Undertake works casually, especially the ones that your opponents feel burdened with
Even a heavy work can get lighter if it is shared by two.
6. Whether or not “compliments” can reach your opponent’s heart depends on “your straight face”
You have the mouth in order to praise others. “Compliments” seriously thought out can work, even if they are not sophisticated. Focus on your peer’s virtues.
The abuse of “compliments” can have adverse effects. Be able to distinguish “praise” from “flattery.”
Nobody gets depressed by being praised. “Compliments” behind the scenes have an even more powerful effect than the “compliments” told in person.
7. Immediately put what you have leaned into use.
Make others think that you are worthy of receiving education. There is a substantial number of people who write letters to me immediately after listening to my lectures or reading my books, to tell me how much they were moved by them. I reply immediately as much as possible to encourage them.
This kind of sensitivity is equivalent to considering your peers’ feelings. It is such a simple logic that if you become humble, your peer’s position will elevate relatively.
8. Become the one to initiate
The greetings you instigate are hundreds of times more valuable than the greetings you make in response.
In Japan, the country of “courtesy”, recently we have almost forgotten the preciousness of greetings. In view of the reality, where many people consider that making greetings doesn’t bring any money, “positive greetings” are highly valuable.
9. Those good at considering the opponent’s feelings know “the patience of time” and “the patience of preference”
The most excellent Japanese word to express the consideration of how the opponent thinks and perceives is “Sontaku (surmise).” If you pursue the heart of “benevolence”, you will reach “Sontaku.”
No matter how fun you think it is, keep your conversation less than half of the opponent’s. Even if you want to talk, hold your tongue, in order to sell Asahi beer. In other words, be a “good listener.”
10. The first step to being considerate of your peer’s feelings is to make your peer feel good
Consider your peer’s feelings even if that is your wife, child, or dog.
The Bible, which was born in the West actively teaches to “do what you want others to do unto yourself”, while the Eastern sages are a bit passive, teaching, “never do what you don’t want others to do to you.” What both have in common is the concept of “the important thing is to make the opponent feel good.”
I remember that Mr. Issai Sato*4 also preaches in his book, “Genshi-koroku*5”, to “Deal with others like a spring breeze, and watch out for yourself with rigidity like the autumn frost.” It is essential to be rigid to yourself like the autumn frost, and deal with others like a spring breeze and consider their feelings.
*4 Mr. Issai Sato (1772-1859) was a Japanese scholar who had taught around 6,000 students including those who became famous leaders later.
*5 “Genshi-koroku” is a generic name for his 4 books written in his later life over 40 years. The books are called as “the Bible for leaders” and beloved for long periods up to now.
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