Doing Business in Japan

Even the smallest of US businesses competes in a shrinking global village, where understanding subtle cultural contexts can make or break sales and marketing efforts. This excerpt from the book Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries, offers insight into doing business in Japan.

Language

• Japanese is the official language of Japan. It is a complex and subtle language, and is spoken nowhere else in the world as a primary tongue. Most sentences in Japanese can be expressed in at least four different levels of politeness.

Appointments

• Be punctual at all times. During three weeks of the year (New Year's holidays, December 28 to January 3; Golden Week, April 29 to May 5; and Obon, in mid-August), many people visit the graves of their ancestors. Conducting business and traveling are difficult during these periods.

Negotiating

• A Japanese response "I'll consider it" may actually mean "no." Negatively phrased questions will get a "yes" if the Japanese speaker agrees. Negotiations are begun at the executive level and continued at the middle level (working level).

Business Entertaining

• Business entertaining usually occurs after business hours, and very rarely in the home. Allow your host to order for you (this will be easier, too, since the menus are in Japanese). Be enthusiastic while eating, and show great thanks afterwards.

Protocol

• The Japanese are very aware of Western habits, and will often greet you with a handshake. The bow is their traditional greeting. If someone bows to greet you, observe carefully. Bow to the same depth as you have been bowed to, because the depth of the bow indicates the status relationship between you. As you bow, lower your eyes. Keep your palms flat against your thighs.
• The business card is extremely important for establishing credentials. Present your card with the Japanese side facing your colleague, in such a manner that it can be read immediately. Do not put the cards in your pocket, or in your wallet if you plan to put it in your back pocket. Never write on a person's business card.

Gestures

• Japan is a high-context culture; even the smallest gesture carries great meaning. Therefore, avoid expansive arm and hand movements, unusual facial expressions, or dramatic gestures of any kind. Nose blowing in public is not acceptable. When you must blow your nose, use a disposable tissue and then throw it out.

Gifts

• Gift giving is very common in Japan. Business gifts absolutely must be given at midyear (July 15) and at year end (January 1). They are often given at first business meetings. Good gifts are imported scotch, cognac, or frozen steaks; electronic toys for children of associates; or items made by well-known manufacturers, preferably foreign name brands.

Dress

• Men should wear conservative suits, and never appear casual. Slip-on shoes are best, as you will remove them frequently. Women should dress conservatively, keeping jewelry, perfume, and makeup to a minimum. Pants are not appropriate. High heels are to be avoided if you risk towering over your Japanese counterparts. If you wear a kimono, wrap it left over right! Only corpses wear them wrapped right over left.