Conducting Business With The Japanese Article - Business Negotiation Articles

	1888 Articles Home \| Business Articles \| Negotiation Articles	Negotiation RSS
Conducting Business with the Japanese

Overseas company executives on a business visit to Japan will be well advised to learn something of the customs and practices, and to use them skilfully as a way to build a lasting relationship.

Author: Cathy Wellings

Article Tools:

Summary

Japan is acknowledged the world over for its excellence in manufacturing electronics and engineering goods. The brand names of Sony, Toyota and Mitsubishi are household names in many western countries. One reason for their consistent performance in manufacturing is the strongly held principle to deliver nothing short of the best, and their unyielding pursuit of perfection in all that they do. The Japanese are very particular about with whom they enter into business partnerships. It may be an uphill task for any newcomer to earn their trust and confidence, but achieving this trust may be half the battle won in concluding the business deal. Overseas company executives on a business visit to Japan will be well advised to learn something of the customs and practices, and to use them skilfully as a way to build a lasting relationship.

The Language & Culture

The Japanese language and culture influence and complement each other. The Japanese believe strongly in Nemawashi, which connotes their belief in using a rational, consensus approach to decision making, backed up by appropriate actions. The Japanese live on the Nemawashi principle, and place great emphasis in maintaining harmony in all aspects of their daily life. ‘Wa’ in Japanese means harmony, and in the business context, 'wa' is practiced by fostering team spirit, which is integral to the Japanese business and social habits and customs.
‘Kao’ is another principle they hold very dear, and refers to the sense of self esteem, which the Japanese will do all they can to uphold under all situations. Any slight to their self esteem or ‘kao’ will be dealt with in the most severe manner possible, and the partnership is as good as broken if a Japanese businessman is slighted or sustains a ‘loss of face.’
‘Omoiyari’ is a principle close to the hearts of the Japanese, and refers to their innate sense of empathy and sensitivity to the feelings of others.

Business and Economy in Japan

The Japanese economy has seen explosive growth over the years, reflecting an undying urge to innovate and improvise. They use very advanced technology in the manufacture of a wide range of products, and are world leaders in the field of electronics, and automobiles. The Japanese make no compromises in quality, and their goods find market acceptability even at relatively high prices compared with the output of Taiwan and China.

Doing Business With the Japanese

The Japanese follow a complex and almost ritualistic procedure for negotiation and finalising a business deal. This is because they will not dilute their standard operating practices, and overseas buyers or suppliers must first gain their trust and confidence before they agree to do business with them. The Japanese set great store by the concepts of honour, integrity and commitment. They will thoroughly scrutinise any business plans and proposals for entering into a partnership, and specify their own yardsticks for quality standards, deadlines and perfection in execution. They will not rush into any business without thinking through the plans and strategies in detail, and will honour their own commitments no matter what the odds are.

Business Etiquette

The Japanese make the seating arrangements in advance which will be based on the rank or status of those present. The highest ranking official from the Japanese company will occupy the head of the table, and those placed nearest to them will be high up in the hierarchy, placed in order of seniority. Everyone takes his/her seat when signalled to do so and upon the host taking their seat first, not before.

The Japanese love to receive gifts and appreciate them, although a sense of modesty does not allow them to open the gift immediately in the presence of the giver. The Japanese also return their gifts and take great pride in doing so.

Social Etiquette

The practice of sharing the bill at a dinner party does not exist among the Japanese. Your host will call for and pay the bill, and may also arrange for an evening of entertainment and dinner for the guests. You will most certainly be offered a drink, and it will be wise to accept it, if at all possible.

The Japanese like to learn more about you and your personal life and family, and will not hesitate to ask you some questions in this regard. It will be well to answer in good grace, but you may very tactfully and politely steer the conversation towards a different direction if you do not wish to answer, but must on no account rebuff them with a refusal to answer.

Business Dress

The Japanese wear sober suits of a dark colour at business meetings and gatherings. They are impressed by people who follow the accepted mores of dress, which must be appropriate to the occasion as well as the official status of the individual concerned. Men wear a dark suit and tie, and women may likewise dress soberly. If they wear a kimono, the left side must be wrapped over the right, as doing the opposite signifies death in the Japanese culture.

Conclusion

Japan is an attractive country to do business with, for many reasons, including their adherence to quality and perfection. The Japanese follow many customs and cultural practices, which they will not compromise. It is therefore advisable for first time business visitors to acquaint themselves with some key aspects of Japanese culture, beliefs and traditions and to conduct themselves according to the established practices.

About Author

Cathy Wellings is the Culture and Communication Manager at Communicaid.
Communicaid is a Culture and Communication Skills Consultancy and a global leader in Cultural Awareness Training. Find out more at http://www.communicaid.com/culture_country.asp

Article Source: http://www.1888articles.com

Conducting Business with the Japanese