Doing Business Abroad    Japan By Wayne A. Conaway © Copyright 2004, All Rights Reserved Greetings The Japanese may greet you with a handshake, but the bow is their traditional greeting. If someone bows to greet you, give a bow of the same depth. The depth indicates the status relationship between you. As you bow, lower your eyes and keep your palms flat against your thighs. Business cards (extremely important) are presented after the bow or handshake. Present your card with its Japanese side facing your colleague. Handle the cards you receive carefully - don't put them in your pocket or write on them. Introductions Use last names plus san, meaning Mr. or Ms. Do not suggest that the Japanese call you by your first name. Ask for help in pronunciation of a Japanese's name and title from his/her business card. If you understand without help, make a relevant comment. Memorize all the information on the card. Negotiating A negatively phrased question will get a "yes" if the Japanese speaker agrees. The question, "Doesn't Company A want us?" will be answered "yes" if the Japanese think Company A does not want you. In the U.S., we would answer, "No, they don't." Contracts are not perceived as final. You or they may renegotiate. A Japanese negotiating team usually knows the details of each topic, the players involved and the probable outcome of a meeting before it starts. Their meeting goals are to gain consensus, not to hash an "action item" to death. Entertaining Business entertaining usually occurs after business hours and rarely in the home. Allow your host to order for you, be enthusiastic while eating, and show great thanks afterwards. Never point your chopsticks at another person, or stick them straight up in your rice bowl. When not in use, line them up on the chopstick rest.