Etiquette in Japan

BUSINESS ETIQUETTE IN JAPAN

by Jill Bremer, AICI, CIP

Bremer Communications

While in Japan, DO...

Learn some basic Japanese expressions.
Call the Japanese by their proper titles. Use last names plus "san" to mean Mr. or Mrs. Never address a Japanese by his first name.
Business cards are ceremonial and extremely important. Carry plenty of cards printed in two languages - one side English, one Japanese. Take a card swiftly from your inner jacket pocket, not the back pants pocket, and hand it Japanese-side front. Receive their card with both hands, bow a little, then take a moment to read it. Place the card in the left inner jacket pocket. Never write on their card.
If someone bows to you, observe it carefully. Bow to the same depth. Lower your eyes and keep your palms flat against your thighs.
The less eye contact, the better. Japanese view our direct eye contact as an affront. When conversing, only an occasional glance into the other person's face is necessary.
The seller is always lower in status than the buyer. Be humble and show sincerity.
Show greatest respect to the oldest members of the Japanese group. Age equals rank.
On the job, the Japanese are very serious and do not try to lighten things up with humor.
Business entertaining usually occurs after-hours and rarely in the home. You will be entertained often and often on short notice. Be enthusiastic while eating and show great appreciation afterwards.
Contracts are not perceived as final agreements. You or they may renegotiate.
Recognize that Japanese business society is group-oriented. The individual should not stand out.

While in Japan, Don't...

Don't be offended by the many personal questions Japanese ask foreigners. Expect to be asked about your job, responsibilities, even salary. They are merely trying to decide how to address you.
No casual outfits or big gifts at a first meeting.
Never cross your arms when listening to someone speak.
No male-female touching in public.
Males do not engage in back-slapping or other forms of touching.
Direct eye contact is not the norm.
Don't tell jokes until you know a person well. Avoid American slang.
Don't ask about private matters, like wife or children, unless they offer first.
No deals are made during the first meeting. Be patient. Watch for nodding of heads - it means they are listening, not that you got the deal.

Jill Bremer, AICI, CIP, owner of Bremer Communications, offers training, consulting and coaching in professional image development, communication and presentation skills. Her clients include Oracle, Abbott Labs, W.W. Grainger, U.S. Department of Energy and the National Association of Realtors. She can be reached at 708-848-5945 or at www.bremercommunications.com