PART IV - Japanese Business Etiquette

Japanese Business Etiquette

As you know Japanese has strong sense of hierarchy and honor. There are many unwritten laws regarding etiquette and manners that apply to the business world. Nobody will expect a foreigner to know all these 'codes', but knowing a few of the basics will go along way to smoothing the path to success in Japan.

When meeting anyone in a business environment for the first time, it is customary to exchange "meishi" (business cards). On receiving a person's meishi, accept it with both hands and then study carefully what is written on it. Very often business cards will have Japanese on one side and English on the reverse, so you should be able to understand what is written.

example Meishi




Japanese business cards:

o In Japanese business etiquette, Japanese business cards are a 'must have'. Carry at least 100 for a 1 week business trip to Japan and expect to give out 3 - 4 Japanese business cards at a small meeting and as many as 10 - 12 at a larger meeting. Have double-sided Japanese business cards printed with the Japanese language side being custom designed using the same elements as the English side. If your original business card is not English (i.e. German, French, Spanish etc.) then use double-sided English and Japanese business cards when doing business in Japan.

o Never flick, throw, slide, lob or otherwise push your Japanese business card across the table - always present your Japanese business card holding it with both hands, Japanese-language side facing forward (having your company logo at the top of the Japanese-language side will help you orientate it correctly!), to the most senior member of the Japanese party first, bowing slightly as you do so and then on down the corporate ladder.

o Accept a Japanese business card with respect, using both hands, saying 'Thank you'
or 'Hajimemashite' as you do so.

o Never write notes on a Japanese business card - never! Carry a small note book to write down notes or enter them into your PDA.

o Never fidget or play with a Japanese business card.

o Keep your Japanese business cards in a proper carrying case and treat them with respect


Visiting the office

When visiting the office of a business associate, you will probably be shown into a meeting room and asked to wait. Most meeting rooms consists of four or more chairs set around a table. As the honored guest it is important that you take the seat furthest from the door and you should stand up and shakes hands when someone comes in the room. When receiving guests you would reverse the process, with you sitting on the side closest to the door, with the senior member of your party furthest from the door on your side.

Within your own office life can be somewhat more relaxed although a certain amount of ceremony, involving lots of bowing and scurrying around, will be observed when senior managers are present. Generally though a nod of recognition is fine for those you work with, perhaps together with a comment on the weather or a similar subject. On arriving at your office in the morning a loudly spoken "ohaiyo gozaimasu" or "Good morning" should suffice with an equally loud "osaki ni shitsure shimasu" (literally "excuse my rudeness for leaving before you") when you leave at the end of the day. This will in turn be usually answered by a chorus of "gokurosama" or "o-tsukaresama", by those remaining behind.

Confrontation is frowned upon and avoided in Japanese society and this applies to the business world too. It is impossible to get a straight answer from a Japanese counterparty in a business environment and that every request is met with an uncommitted remark. In this situation, it is important not to get pushy but just go with the flow. Even though a definite no or yes is not forthcoming, you more than likely are making progress and you will eventually get to a situation where everyone agrees, although it may not be at that particular time. Try to get a confirmed date when you can expect to receive an answer and make it clear what you are hoping to achieve, while still respecting the integrity of the other party.

The final point to be aware of is the perennial worry that both Japanese and foreigners have when they meet - should one bow or shake hands. It is not uncommon for a Japanese company to require all it's new employees to go through a rigorous training to ensure that they know to what angle they should to, to whom and in what situation. No one will expect you to understand to that level. A simple extended nod of the head followed by a short handshake is probably the easiest compromise, but as long as you show the counterparty respect and politeness, all will be content.

Did you notice such rules between Polish businessmen?
Don't you think some of these Japanese rules and described habits are weird a bit?
Do you know other interesting Japanese rules?