Japanese business culture

• Working practices
• Punctuality is considered quite important in Japanese business culture.
• The decision making process in Japanese business has become quite swift and is usually done efficiently.
• People in Japan prefer to do business on the basis of personal relationships.
• Business appointments are more appropriate to be arranged through a personal call rather than sending a letter.
• It is important to maintain good correspondence when doing business in Japan.

• Structure and hierarchy
• Japanese companies generally have a well defined corporate hierarchical structure during meetings and negotiations but decision-making is a group process.
• Seniority is given prominence in Japanese business meetings and this is even reflected in the seating arrangements in the meeting.
• Japanese people usually look for long-term relationships and therefore it is important to have a proactive and positive approach even in the most insignificant of requests.

• Working relationships
• Since this is a collective society, even if you think you will be meeting one person, be prepared for a group meeting.
• It is important to show greater respect to the oldest member in the Japanese business culture.
• Always give a small gift, as a token of your esteem, and present it to the most senior person at the end of the meeting. Your Japanese contact can advise you on where to find something appropriate.
• Always provide a package of literature about your company including articles and client testimonials.

• Business practices
• A meeting in Japan starts with a formal and highly ceremonious exchange of business cards, a ritual referred to as meishi kokan.
• It is customary in a meeting in Japan to always direct one's initial comments to the highest-ranking person present. One never disagrees with him and always gives him his due attention.
• Written contracts are required.
• The Japanese do not see contracts as final agreements so they can be renegotiated.

Business etiquette (Do's and Don'ts)

Ö DO greet your counterparts with the proper respect and politeness. Usually a handshake is sufficient.

Ö DO avoid confrontation or evade direct or aggressive refusals.

Ö DO use apologies where the intention is serious and express gratitude frequently as it is considered polite in Japan.

× DON'T give excessive praise or encouragement to a single Japanese colleague in front of others. Remember that the group is often more important than the individual.

× DON'T address your Japanese counterpart by their first name unless invited to do so.

× DON'T use large hand gestures, unusual facial expressions or dramatic movements. The Japanese do not talk with their hands.

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