Japanese Conducting a Business

                    Conducting Business

                                                         Negotiations

         

         As I previously mentioned before, the Japanese are non-confrontational. Therefore when it comes to negotiations they have a difficult time saying 'no', so you must be vigilant at observing their non-verbal communication. It is best to phrase questions so that they can answer yes. For example, do you disagree with this? When it comes to business negotiations, group decision-making and consensus are important, written contracts are required when a business is negotiated and is to be conducted. 

        The Japanese often remain silent for long periods of time, so it is advisable to be patient and try to understand what was said during a business negotiation. Japanese prefer broad agreements and mutual understanding so that when problems arise they can be handled flexibly during a business negotiation. We must never lose our temper or raise our voice during negotiations as this is a sign of disrespectful. Some Japanese close their eyes when they want to listen intently and foreigners often mistook as a sign of boredom in a negotiation. The Japanese seldom grant concession, they expect both parties to come to the table with their best offer when it comes to business negotiation or any other form of negotiation. They do not see contracts as final agreements so they can be renegotiated.



                                          Meeting and Greeting
      

       When it comes to business meetings, appointments are required and, whenever possible, should be made several weeks in advance. It is best to telephone for an appointment rather than sending a letter, fax or email. Punctuality is very important in Japanese business meetings, the Japanese arrive on time for meetings and expect us to do the same. In a Japanese meeting, the most senior Japanese person will be seated furthest from the door, with the rest of the people in descending rank until the most junior person is seated closest to the door. 

          It may take several meetings for your Japanese counterparts to become comfortable with you and be able to conduct business with you. It is advisable to be prepared for a group meeting even if you think you will be meeting one person only. Besides that, this initial of getting to know you time is crucial to laying the foundation for a successful relationship as the Japanese are from a high context culture background. You may also be awarded with a small amount of business as a trial to see if you meet your commitments. If you respond quickly and with excellent service, you prove your ability and trustworthiness to the Japanese. Whenever conducting a business meeting with Japanese, never refuse a request, no matter how difficult or non-profitable it may appear, this is because the Japanese are always looking for a long term-relationship. Lastly, always give a small gift, as a token of your esteem, and present it to the most senior person at the end of the meeting. Your Japanese contact can advise you on where to find something appropriate.

                                                         President Obama bowing

      The bow is an integral part of Japanese society. It is used when meeting, greeting, to show gratitude, to express sympathy or as an apology. When conducting business in Japan as a foreigner, you would not be expected to bow and most likely be greeted with a handshake combined with a slight nod of the head. After a proper greeting, you should introduce yourself with your full name followed by your company name. It is important to use proper titles when addressing someone, so always establish the position of the other person during  a greet.
       
     

      

     Before the start of a business meeting, the exchanging of business cards takes place during the greeting ceremony. The exchanging of business cards when doing business in Japan involves a degree of ceremony. The card is seen to represent the individual, so it shold be treated with respect. Always ensure you have ample cards and have one side translated into Japanese. This include your position within the company on it. Invest in a carry case to store cards and keep this in the inside pocket of a suit jacket.
      
      When exchanging, offer your card with both hands or just the right hand. Present Japanese side up. Ensure there is no barrier between you and the recipient such as a table,chair or plant. When accepting always use both hands as this shows deference.