Doing Business in Japan: Meetings and Negotiations

Being the richest economy in Asia and the major Asian competitor of the Western firms, Japan has long adopted western business models, mostly due to its trade associations with the US and Europe. However, the base of the Japanese business communication is its profound cultural values.

Tradition is the strongest element of Japanese culture and the only non-business consideration a Western firm must greatly value in order to enter the Japanese market and achieve successful operations. Getting even a small bit of the Japanese competition is a great achievement considering the magnitude of the Japanese economy. However, such a project requires patience, but above all it calls for an understanding of the Japanese business principles, as being closely related to tradition.

Here is some Japanese business etiquette of how to behave in a Japanese meeting considering traditional inferences:

1. Dress professionally avoiding the casual American-style attire

2. Be ready to remove your shoes as soon as you enter the meeting room

3. When you address someone using their Japanese name you should use the Japanese honorific "san" for addressing or referring to people respectfully.

4. When you introduce yourself say your full name followed by the name of the company you represent

5. Japanese people never shake hands. Instead, they bow. The kind of bowing - how deep or how long - is associated with the social status and the age of the person that bows compared to the opposite.

6. It is essential not to exchange business cards before the bow

7. When given a business card, never write on it or put them in you pocket. Such actions would be regarded as disrespect. The proper thing to do is to examine the card and make a copy of it.

8. The seating arrangement in a Japanese business meeting will be arranged according to the status and age of the participants. Do not just sit anywhere, but wait to be directed appropriately.

9. During the meeting don't laugh or talk loud using gestures and don't stare at the Japanese participants.

10. Expect plenty of questions repeatedly as Japanese are extremely detailed-oriented. It is essential to have the proper answers to all these questions. In the opposite case you will be ignored or disapproved.

11. Provide as much information as possible, in writing, on any relevant issue in the meeting agenda

12. Japanese people are so traditionally polite that they believe is rude to speak honestly. Japanese philosophy promotes harmony and teaches to avoid hurting other people's feelings. Therefore, Japanese people, in general, avoid direct statements and they rarely give a "no" answer considering they would cause offense and distress.

Business etiquette and good manners in Japan are completely different than in Western societies, and also strictly approved and adhered to by Japanese businessmen. Doing business in a country with unique culture and tradition requires fine knowledge of Japanese negotiating techniques and patience to anticipate Japanese behavior and avoid cultural indiscretion.