When doing business with Japanese executives, it is imperative to understand the Japanese business culture in advance. Failing to understand the norms of the culture where you’re operating can cost you business, says Masae Okura, an associate at Baker, Donelson, Bearman, Caldwell & Berkowitz PC.
“If you try to do business with the attitude that you don’t care about their culture, that will not work,” Okura says. “You must study the business culture, and it’s always a good idea to consult with an expert to make sure that you don’t do anything that is considered offensive or rude in that culture.”
Smart Business spoke with Okura about what you need to know before doing business in Japan.
How should you act when meeting a potential client or businessperson for the first time?
Bowing is an integral part of Japanese culture. When you meet someone, make sure you always bow to show your respect. Shaking hands, giving a pat on the shoulder or hugging may be taken with surprise. Avoid making any direct physical contact, unless you are sure that they understand Western greeting culture.
The exchange of business cards is also important. You must treat the cards with respect. Bow first, then use two hands to present your card. Receive the person’s card with both hands, study it, and make sure you know how to pronounce the name. Then keep it on the table during the course of your meeting. It’s considered rude to put the card away.
Language may be a common issue most Americans encounter when doing business in Japan. Do not expect to have a meeting in English. Although English is spoken in many countries, that is not the case in Japan. You will heavily rely on an interpreter.
Japanese language has several levels of honorary expressions. As described by the common saying ‘Treat your customers like god,’ people will use a very high level of honorary language with their business counterparts. The higher the level of respect, the longer the expression may become. For example, after a long, long greeting speech made by a Japanese business partner, the interpreter may simply say, ‘Welcome to our company.’ Do not stare at your interpreter with suspicion. She is not hiding anything from you or trying to trick you. Instead, slightly bow (nod your head) with a nice smile and show your appreciation to such a polite and respectful greeting.
If you do not have any polite greetings in mind in return, be prepared to describe your impression about places that you visited in Japan or your appreciation of Japanese food. By showing respect to Japanese culture, you will be in a good starting position.
