Japanese is the sixth most spoken language in the world, with over 99 percent of the Japan's population using it. Japan is the world's second largest economy — on- and offline. The Global Communicator has compiled a list of fast facts about the business culture of Japan based on research from several sources, including the US Commercial Services and Worldwide Business Statistics. Broad stroke cultural and business generalizations can be almost as dangerous as ignoring the differences all together, but here are some general points about Japanese business culture to consider.
Hierarchy and titles:
Hierarchy is extremely important in Japanese culture — be it in the family, business, or social environment. Titles play an important role in Japanese society and you should use them whenever you have a chance — from introductions to business cards. Tip: The oldest person in a group is always revered and in a social situation they will be served first.
Business cards:
Business cards are exchanged constantly and with great ceremony. It is also a good idea to have one side of your business card translated into Japanese. Business cards are given and received with two hands and a slight bow. It is important to carefully examine any business card you receive and then When presented with business cards at a meeting, place the cards on the table in front of you in the order people are seated. Tip: Invest in quality cards and keep your business cards in excellent condition.
Verbal and non-verbal communication:
The Japanese often remain silent for long periods of time. Be patient. Since the Japanese strive for harmony and are group dependent, they rely on facial expression, tone of voice, and posture to tell them what someone feels. Tip: According to the Worldwide Business Briefings 2007 report, "Doing Business in Japan," expressions to watch out for to indicate confusion or dissatisfaction include inhaling through clenched teeth, tilting the head, or scratching the back of the head.
Developing relationships:
In general, being introduced or recommended by someone who already has a good relationship with the company is extremely helpful as it allows the Japanese to know how to place you in a hierarchy relative to themselves.
Business attire:
Conservative suit and tie for men and suit or dress for women are appropriate attire for business. Dark colors are preferred and business dress is conservative.
Meetings:
Appointments are required and should be made weeks in advance — by phone rather than e-mail, if possible. The most senior Japanese person will be seated furthest from the door, with the rest of the people in descending rank until the most junior person is seated closest to the door. Tip: Always give a small gift, as a token of your respect, and present it to the most senior person at the end of the meeting. Your Japanese contact can suggest something appropriate.
Communication style:
Saving face is crucial in Japanese society. The Japanese believe that turning down someone's request causes embarrassment and loss of face to the other person.
Business entertainment:
As is true in most business environments, entertaining and being entertained is an essential part of building a close relationship with your counterpart. But Japan is not for those who are watching their weight or want to retire to their hotel early. Your host will press you to drink and eat more you than you may really want to.
