Post by Santosh Puthran on Oct 22, 2005 22:14:03 GMT
Doing Business in Japan
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JapanDoing Business in Japan
Image
Quick scroll to:
Image Introductions
Image Social tips & conventions
Image Customary business practices
Image Public Customs
Related pages:
ImageGuidelines for other countries
Image Globalisation resources
The following are extracts, printed with permission, from the Training Management Corporation's 'Doing Business Internationally' series Resource Guide. In the TMC Resource Guide there are six subsections for each country. I have selected guidelines from four of these (the other two sections are entitled Business Entertaining and Dining Out). For the full set of guidelines for Japan and over 80 other countries, contact TMC direct.
Image Introductions
Japanese people tend to be more restrained than Americans, and customarily adhere to traditional rituals. When formally introduced, it is proper to bow. The depth and length of your bow will indicate the amount of respect.
Business cards are exchanged before bowing or shaking hands. Present the card with both hands and take a moment to study it before shaking hands. Place the card in front of you on a table or desk for reference and as an additional sign of respect. Do not quickly stuff it into a pocket. Do not write on business cards you receive. Print your business card in your own language and in Japanese with one language on each side of the card. When written in Japanese, the surname comes before the given names.
When addressing people, always use Mr., Ms., Mrs. or Miss. After you have become friendly with someone, you can add the Japanese suffix san to their last name. Mr. Hanafusa would become "Hanafusa-san." Another alternative is to address someone with their title, such as "Manager Ogushi."
Image Social tips & conventions
Japanese enjoy social conversations, especially those that express a healthy curiosity about their culture and country. Suggested topics for conversation include your reactions to Japan (of great interest to the Japanese), Japanese food, sports (especially baseball and golf), other countries you have visited, and questions you have about Japan. It is wise to avoid constantly expressing your own opinion about things.
Harmony (wa) and politeness are very important to the Japanese; they avoid saying "no" directly. They may instead say something like "I will think about it" or "It may be difficult." "Yes" may only mean "Yes, I'm listening."
Japanese society is very group-oriented. Loyalty to the group and to your superiors takes precedence over personal feelings. A popular saying in Japan which illustrates this point is, "The nail that sticks up gets hit with the hammer."
The concept of "face" is also extremely important. Never do anything to embarrass a Japanese. For example, do not critisize someone in front of others.
Outward style is very important in Japan. Gifts are carefully wrapped, food is displayed artfully, and so forth.
Image Customary business practices
The only acceptable way to approach a Japanese firm is by introduction from a third party, preferably someone who knows you, your background, your company, and the Japanese company with which you want to deal. This introduction could be either via letter or in person.
Always dress in conservative business suits and ties. Businesswomen should use make-up, perfume and jewelry sparingly. Make sure your shoes are polished. Slip-on shoes are convenient since you may need to remove them in certain places. You may be provided with slippers to use indoors except in rooms covered in straw tatami mats, where you are expected to walk in your stocking feet. Always remove your overcoat in the hall before entering an office.
In Japan, a business relationship is based more on personal relations than on the cost of the product. The Japanese first want to know you, and vital facts about you, including your age, the university you attended, and your firm. Business comes later. Your colleagues will appreciate you showing the same interest in their background.
The Japanese don't like surprises. Prepare them for upcoming presentations or discussions by sending them written material well in advance. Arrange for several copies - translated into Japanese - of any written material you plan to use. This will allow each member of the team to have a copy, which will speed the decision-making process.
Make business appointments as far in advance as possible. Punctuality is very important in Japan. Be sure to allow ample time between appointments.
The decision process can be a very slow procedure in Japan. Workers at all levels of a company contribute input. The process involves many face-to-face discussions, and the contract must be approved at each level of the company. Patience is a virtue. Once a decision is made, however, the implementation is immediate.
Periods of silence may occur during a business meeting. Silence may indicate that the Japanese have not come to a decision and are thinking. Or it may mean that something has been done that displeases them. Be patient and allow them to speak first.
Be very careful not to interrupt when a Japanese is speaking. Westerners have a tendency to interrupt and it is not received well in Japan.
Image Public customs
Do not stand with your hands in your pockets, especially if you are speaking to someone.
Pointing is done with the entire hand, palm down. Beckoning is done in the same way, wiggling all the fingers.
It is not proper to chew gum in public. It is also considered bad manners to eat while walking in public, although many young people do this. If you purchase food at street stands, eat it at the stand.
Shoes are removed before stepping into a Japanese home. Place them together, pointing toward the outdoors.
Tipping is virtually nonexistent in Japan and a tip may well be refused. At hotels and restaurants a service charge is usually added to the bill.
For more information contact GoGlobal@gbr.xerox.com
Page location: www.xerox-emea.com/globaldesign/japan.htm
----line-----
JapanDoing Business in Japan
Image
Quick scroll to:
Image Introductions
Image Social tips & conventions
Image Customary business practices
Image Public Customs
Related pages:
ImageGuidelines for other countries
Image Globalisation resources
The following are extracts, printed with permission, from the Training Management Corporation's 'Doing Business Internationally' series Resource Guide. In the TMC Resource Guide there are six subsections for each country. I have selected guidelines from four of these (the other two sections are entitled Business Entertaining and Dining Out). For the full set of guidelines for Japan and over 80 other countries, contact TMC direct.
Image Introductions
Japanese people tend to be more restrained than Americans, and customarily adhere to traditional rituals. When formally introduced, it is proper to bow. The depth and length of your bow will indicate the amount of respect.
Business cards are exchanged before bowing or shaking hands. Present the card with both hands and take a moment to study it before shaking hands. Place the card in front of you on a table or desk for reference and as an additional sign of respect. Do not quickly stuff it into a pocket. Do not write on business cards you receive. Print your business card in your own language and in Japanese with one language on each side of the card. When written in Japanese, the surname comes before the given names.
When addressing people, always use Mr., Ms., Mrs. or Miss. After you have become friendly with someone, you can add the Japanese suffix san to their last name. Mr. Hanafusa would become "Hanafusa-san." Another alternative is to address someone with their title, such as "Manager Ogushi."
Image Social tips & conventions
Japanese enjoy social conversations, especially those that express a healthy curiosity about their culture and country. Suggested topics for conversation include your reactions to Japan (of great interest to the Japanese), Japanese food, sports (especially baseball and golf), other countries you have visited, and questions you have about Japan. It is wise to avoid constantly expressing your own opinion about things.
Harmony (wa) and politeness are very important to the Japanese; they avoid saying "no" directly. They may instead say something like "I will think about it" or "It may be difficult." "Yes" may only mean "Yes, I'm listening."
Japanese society is very group-oriented. Loyalty to the group and to your superiors takes precedence over personal feelings. A popular saying in Japan which illustrates this point is, "The nail that sticks up gets hit with the hammer."
The concept of "face" is also extremely important. Never do anything to embarrass a Japanese. For example, do not critisize someone in front of others.
Outward style is very important in Japan. Gifts are carefully wrapped, food is displayed artfully, and so forth.
Image Customary business practices
The only acceptable way to approach a Japanese firm is by introduction from a third party, preferably someone who knows you, your background, your company, and the Japanese company with which you want to deal. This introduction could be either via letter or in person.
Always dress in conservative business suits and ties. Businesswomen should use make-up, perfume and jewelry sparingly. Make sure your shoes are polished. Slip-on shoes are convenient since you may need to remove them in certain places. You may be provided with slippers to use indoors except in rooms covered in straw tatami mats, where you are expected to walk in your stocking feet. Always remove your overcoat in the hall before entering an office.
In Japan, a business relationship is based more on personal relations than on the cost of the product. The Japanese first want to know you, and vital facts about you, including your age, the university you attended, and your firm. Business comes later. Your colleagues will appreciate you showing the same interest in their background.
The Japanese don't like surprises. Prepare them for upcoming presentations or discussions by sending them written material well in advance. Arrange for several copies - translated into Japanese - of any written material you plan to use. This will allow each member of the team to have a copy, which will speed the decision-making process.
Make business appointments as far in advance as possible. Punctuality is very important in Japan. Be sure to allow ample time between appointments.
The decision process can be a very slow procedure in Japan. Workers at all levels of a company contribute input. The process involves many face-to-face discussions, and the contract must be approved at each level of the company. Patience is a virtue. Once a decision is made, however, the implementation is immediate.
Periods of silence may occur during a business meeting. Silence may indicate that the Japanese have not come to a decision and are thinking. Or it may mean that something has been done that displeases them. Be patient and allow them to speak first.
Be very careful not to interrupt when a Japanese is speaking. Westerners have a tendency to interrupt and it is not received well in Japan.
Image Public customs
Do not stand with your hands in your pockets, especially if you are speaking to someone.
Pointing is done with the entire hand, palm down. Beckoning is done in the same way, wiggling all the fingers.
It is not proper to chew gum in public. It is also considered bad manners to eat while walking in public, although many young people do this. If you purchase food at street stands, eat it at the stand.
Shoes are removed before stepping into a Japanese home. Place them together, pointing toward the outdoors.
Tipping is virtually nonexistent in Japan and a tip may well be refused. At hotels and restaurants a service charge is usually added to the bill.
For more information contact GoGlobal@gbr.xerox.com
Page location: www.xerox-emea.com/globaldesign/japan.htm