In the multifaceted world of Japanese business, observing etiquette and mastering successful communication are crucial. Communication transcends mere language. Hierarchical structures and subtle nuances in communication must be understood to operate effectively.
Communication extends beyond language
Respect in Japan is highly nuanced, based on titles, age, and start date. Customers, guests, and foreigners are always prioritized, emphasizing hospitality in business relationships.
Using “-san” as an honorific (e.g., Yamamoto-san) demonstrates politeness and formality towards your counterparts. In Japan, communication is high-context, with much left unsaid and a high level of expected understanding. Direct criticism in public is perceived as rude, so avoid self-deprecation or sarcasm.
Land of Smiles
Maintaining a positive attitude
You may have noticed the smiles from your Japanese contacts. Regardless of internal feelings, keeping a smile on your face and emotions in check is crucial. Expressing emotions such as surprise, displeasure, annoyance, or anger, whether verbally or facially, causes loss of face. Japanese business culture places great value on friendliness and a positive atmosphere, even if seemingly irrelevant topics serve as icebreakers during presentations or meetings. As highly relationship-oriented individuals, Japanese people consider small talk before delving into serious topics an essential part of meetings, which you should take seriously. Many meetings serve to gather information rather than immediately enter negotiations, so adjust expectations accordingly. Note that decisions in Japanese business culture are often made by consensus, so it may take longer to receive a response.
Punctuality is highly valued, and the set start time for meetings is non-negotiable. Whether live or remote, arriving early means being on time, and thorough preparation shows respect and reflects commitment. Japanese appreciate receiving information in advance to prepare adequately. Demonstrating competence is crucial to your business success, and consensus-oriented communication helps avoid conflicts or tensions. Smiling helps.
It’s important to know: When you commit to something, certainty should prevail, as promises in Japan imply a 100% guarantee of execution.
On-Site in Japan
If you have the opportunity to be on-site for business, there are several things to consider. Seating arrangements carry profound meaning. The “Kamiza” or honored seat is reserved for superiors, while subordinates sit in the “Shimoza” or lower seat. The seat furthest from the door is the Kamiza, symbolizing a higher status. Even in taxis, the seat behind the driver takes precedence.
The exchange of business cards remains a ritual. Present and receive cards with both hands as a sign of respect for the shared information. Take a moment to carefully examine the card, illustrating appreciation for the person in Japanese business culture. Minimize your body language, and refrain from physical contact or shaking hands. Respectful bows are common, with the depth of the bow varying appropriately with the situation.
Also crucial for your business success to know: Japanese companies often emphasize that the actual work takes place after work hours. This applies to employees of companies who often socialize after work, as well as business partners. This illustrates engagement in Japan. There is even a term for it: bureikô – “setting aside formalities,” we would say.
In conclusion: Successful business communication in Japan is based on cultural sensitivity, respect, and adherence to established norms. By understanding and accepting these practices, strong and lasting professional relationships can be built in the Japanese business world. We are here to support you.
Just not like that 😉
