Business Tips 01: What Prices Can You Actually Negotiate With Japanese Clients?

Lisa Anglade• 12/04/2025 • 10 min read

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For those of you who don’t know, there’s a woman in Japan who became famous for being “the cheapest woman in Japan.”

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Her name is Saki Tamogami, and she challenged herself to live every. single. day. on 200 yen.

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That’s $1.30 or €1.10.

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Right now I’m in France for a little while, and let me tell you : with these prices, 200 yen wouldn’t buy me air. Americans, you can laugh, but you’re in the same boat.

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But in Japan… is 200 yen per day completely impossible? 

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Quick answer: unless you’re okay with eating natto and mackerel until your soul leaves your body… Yes, absolutely unrealistic.

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But is it enough to survive? Technically… yes.

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So why am I talking about this? Because this whole “200 yen a day” anecdote says a lot about Japanese cost of living, and more importantly, Japanese price expectations. 

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And if you’re planning to expand your business to Japan or negotiate contracts with Japanese clients, this is one of those things you really need to keep in mind.

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So… what does this mean for negotiating prices in Japan?

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Let’s talk business. Japanese clients tend to have a very specific relationship with prices, which is not cheap, not unreasonable, just… structured. Predictable. Well, sometimes adorably rigid.

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Here’s what you should know:

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1. Price ≠ value (value must be proven)

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In Japan, people don’t automatically associate a high price with high quality. You need to actually show why your service deserves the price tag. A bunch of things can help, like case studies, clear deliverables help, and a neat presentation.

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2. Negotiations are softer… but they exist

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There is negotiation in Japan, but it’s not the dramatic back-and-forth you might know from Western markets. It’s more like…

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“We were hoping it could be a little lower…”

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Which actually means:
“Please give us a reasonable discount or we won’t be able to accept the offer.”

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They don’t want a fight, they want harmony.

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3. Monthly retainers are king

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If you can offer a long-term contract (even at a slightly lower rate), many Japanese clients will choose stability over one-off projects.

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Think of it like this: Japanese businesses love the idea of a service that quietly and reliably exists in the background, like a subscription to peace of mind.

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4. Clear, transparent pricing wins every time

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You can’t go full flexible numbers. Japanese clients love crystal clear clarity.

If you tell them:

• what they get
  
  
• what it costs
  
  
• why it costs that much
  
  
• and how it will help their business
  
  

…you’re already halfway to the contract.

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So what can you negotiate?

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Here’s the fun part.

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✔ Service packaging

They love bundles. Make it neat, make it clean, make it sound efficient.

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✔ Discount for longer commitment

They appreciate a good “12-month plan” discount. They love commitment.

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✔ Adjusting deliverables

If your price is too high, instead of lowering the rate, reduce the scope. It’s culturally safer, and nobody feels like they lost face.

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✔ Performance bonuses

This one is underrated : Japanese clients love rewarding good results.

(Not verbally, of course. They’ll just renew the contract and quietly trust you forever.)

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So yes… the 200 yen story is funny, but it’s also meaningful.

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Japanese cost expectations are built on the idea that life can be affordable, predictable, and stable. Even business prices follow that logic.

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If you adapt to that mindset (not lowering your value, just presenting it in a way that makes sense) you’ll have a much easier time negotiating in Japan.

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Want to know more?

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