Business etiquette in Japan

Business etiquette in Japan.         The main ancient culture of Japan, which developed in isolation, gave rise to modern society with unique values, traditions and customs.And if you go to a business trip to Japan, you will almost certainly encounter with a lack of understanding that are related to cross-cultural differences.    

A group orientation.          Altruism, team work and coordination of work continuously cultivated in Japanese society. Personality is defined by membership of a social group. Therefore, in Japanese business attach the great importance is to the willingness, to make concessions and self-discipline.

The hierarchy.           Hierarchical structures, which are based on Confucianism, always determine a person's position in the group and society.  Status depends on factors such as age, occupation, company and marital status. Hierarchical system requires a corresponding high status of relations. Therefore, always find out questions the status of the person with whom you do business and adapt their behavior.

Respect.             One of the most important cogs of communication to maintain harmony in society and to maintain clarity of the hierarchical structure - an expression of respect for others. Respect is transmitted through words, behavior, etiquette, body language and other nuances of nonverbal communication.

Business etiquette in Japan: Meeting and greeting.      The Japanese have higher demands for formality in the conduct of business.Your ability to polite conduct of business will be determined at the first meeting, so keep in the spirit of professionalism.      Bow - an integral part of Japanese society. It used at the meeting to draw attention to manifestations of gratitude, expressions of sympathy or apology. However, you are not required to bow. As Western businessman, you most likely will welcome handshake and a slight nod of the head.     Introduce a full name and specify the name of your company. Do not confuse the title of the interlocutor when accessing it, so be sure to indicate his post.             The exchange of business cards in Japan - a ceremony. It is believed that the card represents a person, so treat it should be respected. Before visit Japan, you should order business cards with details about yourself, and make one side in Japanese. Be sure to write your company and your position in it. Put the cards into a separate business card and put them in the inside pocket of your jacket.  During exchanging business cards, give your card with both hands, or just right hand.

Business etiquette in Japan: Establishing contact.      The three pillars on which are built successful business relationships with the Japanese: sincerity, consistency and credibility. Sincerity means that you are going to compromise, understanding and desire to do business on a personal level. Compatibility: When your partner sees that you care about reputation, establishing personal relationships that you are not focused exclusively on the financial side of the issue.

Business etiquette in Japan: Communicating.      The emphasis on maintaining harmony has led to the development of various forms of expression. Cultural background - avoiding direct and abrupt expression, less likely not to offend anyone.         In a business tour in Japan, always specify the value above, and ask for more information. The Japanese are very secretive in communication. Outdoor man assumes that the listener is not aware of the prerequisites, the source data and related discussion topic questions, so he tells them. Japanese have the same default assume that the listener is aware of everything that the speaker would like to put into words, and therefore reported the least information. It is assumed that the listener will guess all the things left unsaid. Hence the saying: "I said one thing, I realized ten" - that is, assuming you have to guess nine points to a single foregoing.

Business etiquette in Japan: Meetings and discussions.         At meetings, you always communicate with the group, rather than with an individual. Everyone who came to the meeting will be an expert in their field, so we advise you to take a helper, if you are not sure that all questions will answer yourselves.            First the main employee of the company will be presented to you, then the rest on the status of the strict hierarchy. Chief on the status of an employee of the company in the delegation serves as a ceremonial representative, the company's workers below the rank directly negotiate or bargain.     Decisions are rarely taken directly at the meeting. At the meetings, contacts are establishing, discussing the conditions and details, or confirmed by previous agreements.            It is important to build relationships not only with the main figures of the company, but with all employees regardless of their rank. Remember that the consent of the entire group decides whether to take any of your suggestions. The calculation takes the view of every employee.       The Japanese focus on a detailed discussion. You will be asked a lot of specialized issues and many questions will be repeated various phrases. If you are not able to answer them, it will look unprofessional. Bring as much information about your company, services and products - ideally in writing.   The Japanese like to do business with a calm, ready to compromise, honest people. Extroverts are seen as arrogant and insolent people. At the beginning of negotiations be modest, do not say, do not threaten. Do not rush to answer, categorically disagree with the statements of partners. Always remember to diplomacy. But at the same time leave the concessions and discounts to the end of the meeting. If you talk about this before, your honesty is questionable.  Silence is a virtue. If during the negotiations there was silence - do not panic! People relax, aware of the information. Sometimes in silence, the Japanese can even cover the eyes. Do not break the silence first!

Evening talks and etiquette.         Refusing to hold an informal meeting somewhere in a restaurant in Japan is not accepted. Moreover, it is this part of the negotiations is often the key to success.             Goin to such a meeting, remember that usually pays invites, but if the scheme involves a party seen several restaurants, bars, clubs, karaoke and other entertainment, then at some stage and invited the party might get a chance to pay some services.             The appearance at the party at the beginning is usually kept the same as on the official part of the negotiations: dark suits and ties.     In Japan, shoes and socks are extremely important, as is often necessary to sit in Japanese - on their heels. Shoes should be clean, preferably without laces and a couple of sizes larger, so it's easier to take it off and wear at the inlet and outlet, for example, in a Japanese restaurant. Socks must be clean, better - new. If foreigners hard to sit in Japanese, you can periodically change the land from side to side. Avoid stretching the legs, and generally showing soles around - according to Buddhist tradition, it is unclean body part.       If foreigners are invited to a Japanese restaurant, you should praise its quality and taste, even if you did not really think - a national cooking is the pride of Japanese.            As the relaxation during a party permitted to "break the dress code" - take off your jacket, loosen the tie. Usually, the first it makes the most senior in the company. Over time, can be removed and ties, but it should be expressly agreed. Drunkenness is not considered to be Japan's vice or sin, on the contrary - it is quite natural model of an adult evening, and questions can only lead to abstinence from alcohol. The Japanese are able to completely relax during the party, reaching when singing karaoke (usually the finale of "walking down the stairs") to dance on tables with ties, tied on their heads - it is also part of the image of the party, and it’s better to conform to it than the contrary it.

The final part of the primary business contact in Japan is its constant maintenance, even after the cooperation. Such maintenance is performed in an epistolary genre with gratitude for the participation in the negotiations and greeting cards for various occasions. Foreigners should apply for it to translators who worked at the talks - the ability to maintain contact is a crucial part of the image of a serious businessman who knows the price of harmonious communication and image of the Japanese - all.