Conducting Business in Japan

In today's world, business is not just in our backyard anymore, but all over the world. Japan is among countries today where business is often conducted. Cultural differences can cause misunderstandings and cost your company money, so knowing what to do before going to Japan is highly recommended. First impressions are very important in Japanese business meetings. The Japanese people look for business associations that are compatible with theirs, sincere and trustworthy. The Japanese business experience requires formality and respect. You can meet these requirements in large part by observing specific business customs.

Instructions

1. Offer the proper greeting when meeting your Japanese counterparts. The bow is the preferred part of the initial meeting between Japanese business men and women. However, if you are more comfortable offering a handshake when greeting, that is acceptable as well. Always use your full name followed by your company name when being introduced. Remember the name, title and position of the person you are being introduced to. When speaking to them, address them with the proper title. This is important because the Japanese business culture is built on hierarchy. Acknowledging this in using the proper title of address shows respect for that hierarchy.

2. Have special business cards professionally made up just for your business dealings in Japan that include your position with the company as well as all the usual information on a business card. Have all of this printed on the back side of the card in Japanese. Keep your business cards with you at all times in the inside pocket of your business jacket.

3. Exchange your business card properly. In Japan there is somewhat of a ceremony regarding exchanging business cards. The business card is considered an extension of the giver in Japan. Therefore it is expected to be treated with the same respect that would be given to the owner of the business card. The proper and respectful way to present your card to your counterpart is with both hands or the right hand. Do not use the left hand alone. Present the card with the Japanese language side up. Make sure that there is nothing in between you and the person you are handing the card to, such as another person or a chair.

4. Be informed completely about the project at hand when attending a business meeting. The Japanese are experienced negotiators and pay close attention to details. They expect that the person or company they choose to do business will be the same. Be prepared to answer many questions. You may be asked the same question in many ways.

5. Greet the senior employee first and then greet each of the others in descending order at the start of a meeting. The Japanese prefer to conduct business quietly and with much politeness so leave the western style of "in your face" negotiation behind. Be very diplomatic in your responses and do not openly disagree with anyone. This is considered rude. Choose your words wisely and in such a way as to promote peaceful negotiation. If the room falls silent do not hurriedly try to break the silence or liven the discussion. The Japanese use silence as a way to reflect on what you have previously said. Business procedures in Japan as a whole are much more structured, quiet and gracious then ours. It may seem odd at first, but by conducting business in such a way you will have a much bigger chance of success.

Tips & Warnings

• Research before leaving on your trip. Talk to associates that have already been to Japan for business and ask for tips. Read up on Japanese culture in general, and more specifically, etiquette specific to the Japanese culture.

• In some cases, such as dinner at a business restaurant or a visit to someone's home, you may be required to remove your shoes. Slip on business shoes are your best option. You don't want to hold everyone else up tying and untying your shoes.

• Women should wear dresses and skirts in a business meeting. Japanese men often find women wearing pants in the business setting offensive.

• Always wear business attire. Casual attire is not appreciated in the Japanese business culture.

Resources

• Extensive information about business and culture in Japan