Doing Business in Japan

In Japan, you should spend several seconds studying any business card you are given. So refrain your instinct of rushing it into your pocket or writing on it in the presence of your Japanese counterpart: your will make his hair stand on end! If you fancy wearing a kimono make sure you wrap the left side over the right. Doing the other way around will hint that you are ready to be buried.

Communication and behaviour - Japan

• Maintain a quiet and polite manner at all times.
• A bow ("ojigi") can be a way of greeting someone, saying "I'm sorry" or even asking for a favour.
• This simple gesture can do a lot to help a Western entrepreneur in establishing rapport with a potential Japanese client.
• The depth of the bow depends on your counterpart status. When bowing to an individual who is of higher status than you do it a little lower than that person to display respect.
• The American "OK" sign (thumb and forefinger shaped like an "O") means "money" in Japan.
• Shrugging shoulders and winking eyes mean nothing to the Japanese.
• Pointing is considered rude.
• It is no longer acceptable to spit, snort and sniff in public.
• Blowing one's nose in public is also regarded as impolite. Besides Japanese find the idea of keeping a used hankie disgusting.
  
• Laughter will normally indicate embarrassment or distress, rather than amusement.
• Expect to be asked extremely personal questions regarding your salary, education, and family life.
• If the response to your questions is "maybe", "probably", or "I'm thinking about it", that will probably mean "yes." "I'll consider it", however, is likely to be a "no."
• Avoid accusations or direct refusals. In your relation with Japanese executives remain indirect.
• Inquiring about a person's family, praising the hospitality you're receiving and Japanese history are good conversation topics.
• World War II and making jokes are to avoid 
• Offering gifts is a very important part of Japanese business protocol.
• The emphasis in Japanese business culture is on the ritual of offering gifts rather than the content of the gift.
• A wrapped gift is usually carried inside a shopping bag to avoid ostentation and minimise any hint that a gift is about to be offered.
• It is a serious mistake to offer the same gift to two or more Japanese of unequal rank.
• In the presence of a group of people, offering a gift to one person and failing to do so to the others is also an offence.
• Gifts are opened in private to avoid the "loss of face" of a poor choice.
• Before accepting a gift, it is polite to modestly refuse it twice before finally accepting.
• The best gift-wrapping choices are pastel-coloured papers, without bows.
• If you receive a present, be sure to reciprocate.
• Gifts in pairs are considered lucky.
• Foreign, prestigious branded items, frozen steaks, pen and pencil sets or a simple commemorative photograph are good choices.
• White flowers of any kind should be avoided. Giving four or nine of anything is considered unlucky.
• Red Christmas cards should also be avoided, since funeral notices are usually printed in this colour.
• If you are invited to a karaoke bar, you will be expected to sing. It doesn't matter if you are out of tune.
• Remaining co-operative is essential.
• Slurping your noodles and tea is encouraged in Japan
• When finishing a meal, leave a small portion of food on your plate to indicate that you enjoyed it.
• Punctuality is essential. Japanese believe it is rude to be late.
• Usually, office hours are 9:00 am to 5:00 / 5:30 pm. Long hours are common.
• Connections are very helpful in Japan but choose your contacts carefully.
• Pick someone of the same rank as the person with whom he or she will have dealings.
• When exchanging business cards, make sure one side is in English and the reverse in Japanese.
• It is a distinctive asset to include information such as membership in professional associations.
• Japanese businesspeople will want to learn as much as possible about your professional background and qualifications.
• Present your card with the Japanese side facing up, holding it with both hands.
• If your company is an older, venerable institution, this fact should be frequently mentioned.
• The Japanese tend to rely on feelings rather than empirical evidence.
• Be respectful to your older Japanese counterparts: age means rank in Japanese business culture.
• Negotiations generally have an atmosphere of deep seriousness.
• You must describe how your product can enhance the prosperity and reputation of your Japanese counterparts.
• Anything you say will be taken LITERALLY. Remarks such as "This is killing me!" or "You are joking!" are to be avoided by obvious reasons.
• Decisions are made only within the group. Foreigners must gain acceptance from the group before they can have influence in the decision-making process.
• The decision-making process is usually very slow, sometimes taking as long as one to three years.
• Japanese prefer verbal agreements to written ones, and shouldn't be pressured into signing documents.
• If you are a female executive make sure that your Japanese counterparts are informed of your status as soon as possible