ETIQUETTE OF DEALING WITH THE JAPANESE

Taken from “Japan: A Businessman’s Practical Guide , “ by Richard King International, a Los Angeles-based international consultant specializing in the Pacific Rim.

The guide was given to Irvine Co. officials to advise them on how to do business with the Japanese when they go on business scouting trips to Japan. These are the essential do ‘ s and don’ts:

Exchange business cards: A formality as important as shaking hands. Go to Japan armed with an ample supply, about 200 or 300. They should give the full address of the company and your position in it. . . . They are important for more than mere identification because they indicate a person’s rank within a firm and hence the degree of deference one assumes.

Introduce yourself by your family name: Avoid the use of first names even if invited to. Japanese always use the family name when addressing one another, and first names or nicknames tend to be an embarrassment.

Dealing with silence: The Japanese are apt to remain quiet while they mull over what has been said and what alternatives are open to them when they next speak; they may remain silent while they wait for others to reach conclusions they have come to already. Westerners usually find such pauses acutely embarrassing and feel obliged to say something to relieve the tension. At best, what is said may appear ridiculous; at worst, you might make a quite unnecessary concession in the belief that this is the reason for the silence.

Be ready to entertain: In Japan entertainment plays a major role in any business relationship. When offered it should be accepted and, in due time, reciprocated. Golf should be encouraged whenever possible. It is very popular and is played at all levels of the company hierarchy.

Ask questions: Japanese are poor at volunteering information. If you want to know something, the obligation is on you to ask the right questions. They are well schooled in evasion techniques, while avoiding a positive “no.” A quick nod means “I am following you,” not “I agree.”

Give and receive gifts: Japan is the most gift-giving culture in the world. Do come to Japan bearing gifts. . . . Present the gift with two hands to the chief negotiator. He may hesitate accepting it. . . . To accept something as soon as it’s offered shows overeagerness, which is bad manners in Japan. Continue to offer the gift while you explain that it really isn’t much but that you wish for him to accept it. Your gift will be accepted.

Table manners: If you are eating Japanese food let your host order first. If you are invited to order before everyone else, politely decline. The senior-ranking Japanese at the table is usually the first to order. The subordinates will probably order the same thing--whether they want to or not. It is often advisable to follow suit.