I once ruined a partnership in Osaka before the first handshake was finished. I spoke for seven minutes without allowing a single pause for the interpreter. My sentences were dense with industry metaphors and Western idioms.
The young woman translating for me grew pale as she scribbled notes. She had to summarize my entire speech into a few short sentences. The nuance of my proposal vanished in that summary. My Japanese hosts saw a man who did not respect the rhythm of their language.
They viewed my lack of pauses as a sign of professional arrogance. I thought I was being thorough and efficient. In reality, I was being unreadable and rude.
The Physics of the Exchange
That mistake cost me more than a contract. I missed my flight from Itami Airport because the meeting ran over its scheduled time. I spent the evening sitting on a hard plastic chair in the terminal.
I watched the planes take off and thought about the physics of the exchange. Every word I spoke required a second life in a new language. This doubling of time is a mathematical certainty in traditional meetings. We treat this expansion as a natural law of international business. We accept the
