Business practices in Japan – Santandertrade.com

The initial part of meetings often consists of long, polite conversation on non business-related topics. This initial getting-to-know time is crucial to laying the foundation for a successful business relationship. It may take several meetings for Japanese to become comfortable with their counterparts and be able to conduct business with them.

Since Japan is a group society, be prepared for a group meeting. The most senior Japanese person will be seated furthest from the door, with the rest of the people in descending rank (junior persons are seated closest to the door). English could sometimes be hard to understand completely, so it can be good to have an interpreter to make sure the messages are conveyed properly. Factual data and statistics are always well received. Always provide a package of literature about your company including articles and client testimonials.  Never refuse a request, no matter how difficult or out-of-topic it may appear, and consider that if you respond quickly and exhaustively, you prove your ability and trustworthiness. The concept of “wa”, which can be described by the English word harmony, is an integral part of the Japanese approach to meetings: individuals will not express strong opinions or go directly against a proposal.

In any case, the language and communication style have to be clear and precise. In Japanese culture, what one publicly states (“tatemae”) and what one really thinks (“hone”) are often different and can even be contradictory, hence it is recommendable to check back several times for clarification of anything that remains unclear. Sometimes Japanese can entrust you with a small amount of business to see if you are worth their trust. Humour should be avoided during serious business meetings. Patience is essential. During a meeting, the Japanese will often resort to silence, especially in case of stress or tension. Japanese body language is minimal, with people sitting in a formal upright posture. It is rare for any reaction or emotion to be visible. Staring into another person’s eyes is considered disrespectful, in particular in case of elder people or senior managers.

Business meals are a crucial part of the business culture in Japan. Therefor,e when invited out for lunch or dinner, it is important to accept. The person who invites will pay the bill, and offering to pay when invited can be seen as impolite. If using chop-sticks, never point them at anybody and do not leave them sticking into your plate. It is considered polite to leave some food on your plate at the end of the meal to show that the food that was provided is enough. When taken to a traditional Japanese restaurant, it is customary to remove your shoes when entering. It is not likely to be invited to someones house, as it would show a very high level of intimacy.