· If want to make an appointment, but don't have a connection, a personal call will be more effective than sending a letter. Moreover, a letter requesting an appointment might go unanswered.
· Punctuality is necessary when doing business here; the Japanese believe it is rude to be late.
· First names are usually reserved for family and close friends. Consequently, wait to be invited before presuming to use first names.
· Don't invite others to call you by your first name until you have met several times and know each other well.
· Even if you are on a first name basis with a Japanese colleague, it is appropriate to use his or her last name in the presence of colleagues, to avoid causing any embarrassment.
· Be sure to use courtesy titles such as "Mr.", "Ms.", or the suffix "san", in addition to last names.
· "San", an honorific attached to a person's last name, is not to be used when referring to your spouse or children. Also, it is not used to refer to someone in your company when talking with someone outside it. This is because it is considered bad manners to elevate people of your own group when speaking with "outsiders." Otherwise, "san" can be used when addressing men or women, married or single.
· The Japanese often use professional titles in the place of actual names, as an acknowledgment of a person's status.
· When speaking in English, you may use "Mr." or "Ms." instead of "san" when addressing Japanese colleagues or referring to someone else. Again, you should never refer to yourself as "Mr. Jones," for example. Adding an honorific to your own name is a no-no.
· Connections are very helpful in this country, but choose your intermediaries carefully: the Japanese will feel obliged to be loyal to them. Select someone of the same rank as the person with whom he or she will have dealings. Moreover, an intermediary should not be part of either company involved with the deal.
· If you know a highly respected, important person in Japan, use his or her endorsement and connection. Before you enter into negotiations, request a consultation, and then ask if you can use the endorsement and connection to further your business efforts. This method of using connections is standard practice among Japanese businesspeople.
· The Japanese are encouraged to develop an intense loyalty to their respective groups. Moreover, one's identity is subsumed into the group.
· Generally, the Japanese are not receptive to "outside" information. They will consider new ideas and concepts only within the confines of their own groups.
· The Japanese tend to think subjectively, relying on feelings rather than empirical evidence.
· Getting acquainted is the purpose of the initial meetings. You may, however, introduce your proposal during these preliminary discussions.
· It's a good policy to refrain from discussing business until the first 15 minutes of any conversation, unless your Japanese companion says "Jitsu wa ne" ["the fact of the matter is"]
· Be especially respectful to your older Japanese counterparts--age equals rank in Japanese business culture.
· Using a Japanese lawyer, rather than a Western one, will be perceived as a gesture of good will and co-operation.
· In Japan, there are a wide range of companies: some retain very traditional views, while others are making an effort to be more accommodating to women. Be prepared to adapt to each new situation. As a woman, you will have to work harder and be exceedingly more dedicated and flexible. But, if you succeed in establishing solid relationships, you may possibly achieve success surpassing what you could accomplish in your own country.
· You may find that some Japanese men who have not been abroad are not used to dealing with women as equals in a business setting. If you are a woman, reacting with indignation to the traditional attitudes you may encounter is not productive. Instead, the best way to overcome these obstacles is to make a concentrated effort to demonstrate your skills and professional competence; these qualities are respected whether you are male or female. Moreover, learning as much as you can about every relevant issue, as well as Japanese language and culture, can also help you in gaining acceptance.
· If you are a female business traveler, ensure that your Japanese colleagues are informed of your status as early as possible; otherwise, they may assume that you are playing only a supportive role. Try to have a male colleague introduce you with your qualifications. Moreover, whenever you are introduced, repeat your name and title.
· Even after Japanese colleagues become accustomed to a female business traveler's professional contribution, interacting with her in social situations may present another challenge. Keep in mind that Japanese men are sometimes unaccustomed to socializing with women on an equal business level. Moreover, if a woman appears overly confident, aggressive or extroverted, she may find herself in even more of a difficult position. For a woman, the best policy is to maintain a restrained, dignified manner.
· Maintain a quiet, low-key, and polite manner at all times.
· A bow, “ojigi” [oh-jee-ghee], can be a way of greeting someone, acknowledging a person, expressing thanks, saying “I’m sorry” or even asking for a favor.
· The Japanese will shake hands with Westerners as a way of making others feel comfortable. In turn, it’s an asset for Westerners to bow, to demonstrate that they are taking the initiative to learn Japanese customs. This simple gesture can do a lot to help a businessperson in establishing rapport with a potential Japanese client.
· Meanings will be read into even the slightest gestures. Consequently, avoid displaying unusual facial expressions and motioning in ways that are remotely dramatic or expansive.
· The American “O.K.” sign (thumb and forefinger shaped into an “O”) actually means “money” in Japan.
· Be aware that many popular North American gestures may be greeted only with incomprehension here (i.e., shrugging the shoulders, winking the eye).
· Instead of pointing, which is considered rude, wave your hand with the palm facing up.
· To indicate a negative response in informal situations, move the open hand, with the palm facing left, in a fanning motion.
· It is no longer acceptable in Japan to spit, snort, and sniff in public--although lower class men may do so.
· Blowing one's nose in public is also regarded as impolite. When this action is necessary, use a disposable tissue and then throw it out immediately. Generally speaking, the Japanese find the idea of actually keeping a used handkerchief or tissue disgusting.
· Laughter may indicate embarrassment or distress, rather than amusement.
· Smiling is a popular gesture here. It is often used, however, for self-control, particularly in masking displeasure.
· Scratching the head is another gesture used to disguise confusion and embarrassment.
· When the Japanese want to give the impression that they are in deep thought, they will sometimes fold their arms. Try not to interpret this as a gesture of hostility.
· Direct eye contact is now as common in Japan as it is in the U.S. and other Western countries.
· You may experience some pushing and shoving when in crowds of commuters getting on and off of trains and subways. A popular “excuse me” gesture involves bowing slightly and holding an open hand in front of you [as if clearing a passage]. You don't really chop; you just hold your hand up, and may wave it slightly.
· Touching in public between males and females, once frowned upon, is now common, not only among young couples but also among young men out on the town and older men drinking in bars and cabarets.
· In Japanese business culture, men don't engage in backslapping; but, again, it is common in drinking situations after hours.
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