Crossing borders and experiencing different customs in business requires more than just a rudimentary knowledge of the country itself. It is instead imperative to understand business practices and the people you will be doing business with. This is true for many countries, and especially for Japan.
While an innovative modern country, Japan is also a culturally traditional society. As such, the old blends in with the new, complicating how foreigners interact to conduct business and be successful.
Before doing business in Japan, prepare yourself for their customs, five of which are imperative to your success. Here are those five.
1. Dress code
Appearance is of utmost importance to the Japanese, and a first impression will be made by the clothes you wear into a meeting. The expected dress is conservative, and today you also see a little more modern touch. However, staying on the conservative side shows your respect for the Japanese dress code and Japanese customs.
For men, the accepted attire includes dark suits with ties in subtle colors. The objective is to blend in more than stand out. Veering away from this conservative custom will make you too much of a distraction, and this could affect the success of any business dealings.
For women, attire needs to be conservative as well. Wear dresses or skirt suits in conservative colors. As for shoes, be cognizant of your height and match your heels appropriately. You do not want to tower over your Japanese counterparts. Refrain from wearing flashy colors and distracting accessories.
2. Business Cards
The second custom to respect is the Japanese formal way of exchanging business cards. The Japanese consider the business card an extension of their identity and will see yours the same way.
Before arriving, be sure to have plenty of cards. Have one side of your business card printed in Japanese.
Give a slight bow before handing over your card. Be sure the Japanese side is face-up, and turned in their direction, making it easy to read. Present it with both hands.
Also, accept their card with both hands. Once you have it, give a slight bow of thanks, then take time to read it to show your interest and respect. Show them honor by admiring their identity.
Place all business cards in front of you on the table, with the most senior business person’s card at the top. Keep these here for the entire meeting.
3. Distance
The Japanese honor and respect personal space. As a result, you are expected to maintain a respectful distance. By doing so, you show that you respect their personal space as well.
Relationship building is paramount to the Japanese, and relationships take time to build. Attempting to be too friendly from the start will show disrespect and will most likely backfire on you and your business.
Your first meetings may seem overly formal and somewhat stiff, but understanding that a certain amount of distance is strictly part of the culture can help you navigate the business culture much easier.
4. Bowing and handshakes
Perhaps one of the most important, and most often misunderstood, business customs in Japan is the bow. Take time to gain at least a basic understanding of this custom before your first meetings.
While a bow may feel awkward at first, with practice, it will soon become easier. The basics of a bow are to keep your back straight, bend at the waist, and resist making eye contact. Direct eye contact may be taken as a sign of aggression by the Japanese, and that is the last thing you want to show while doing business in Japan.
Handshakes are usually reserved for close relationships. However, the Japanese realize that you may not be accustomed to bowing and will extend a hand. Let them initiate the handshake. They may also include a slight bow at the same time. Follow their cues, and you will do just fine.
5. Reliability
Reliability is another custom required when doing business in Japan. Punctuality is one aspect of this and an extremely important one to the Japanese. Showing up for a meeting even five minutes late will be considered disrespectful. You also don’t want to show up too early, as your host may feel rushed. Showing up just a few minutes before your meeting is the acceptable practice.
Sticking to a designated timetable and meeting deadlines are both signs of reliability to the Japanese as well. The Japanese are not fond of surprise, particularly in business, so take steps to build your business relationship by showing you are reliable.
Showing respect for these five Japanese customs will open doors that otherwise might remain shut. Start by making that first good impression with the way you dress and how you exchange business cards. Maintain a respectful distance at all times. Learn proper bow etiquette and accept a handshake only when it is offered to you first. And finally, show your reliability by being punctual, timely, and committed.
The Japanese have a long history and carry forward today many of their older cultural traditions and customs. Honoring these will help make your business dealings go smoothly, and ultimately, be more successful.
