DOING BUSINESS IN JAPAN GWEN HEREMANS (2 AO MKS)

SOME FACTS ABOUT JAPAN  127,3 million inhabitants  Third largest economy in the world  Tokyo’s economy > Russia’s economy  GDP per person: 10 times China’s Strengths of the market:  Huge, open economy  Consumers: highly educated, demand the highest standards, early adopters of new products and services  Strategic stepping stone for other Asian markets

MEET & GREET  Heightened sense of formality  Maintain a sense of professionalism  Introduce yourself with your full name, followed by your company name  Use proper titles when addressing someone

IT’S BETTER NOT TO BOW THAN TO BOW BADLY  Japanese behavior  Factors that determine a correct Japanese bow:  Social status  Age  Experience  Job position  You won’t be expected to bow  Small bend at the waste will show deference to their culture

BUSINESS CARDS  A business card is an extension of their identity  Accept the card with both hands, read briefly and place in your business card holder  NEVER place a business card in your back pocket or wallet  Present the card with the Japanese-printed side upside, give it with both hands.  DON’T toss or push the card across the table

NON-VERBAL  Rely on non-verbal cues and the context of what they say  Nuances, gestures and non-verbal actions  Opportunities to evaluate your character  Implicit communicators  “Say one, understand ten”

JAPANESE TABLE MANNERS  Wet towel to clean your hands before eating  Wait for everyone’s order  Start the meal with “ ITIDAKIMASU “ (= “ I gratefully receive “)  Empty your dishes  Conclude the meal with “ GOCHISOSAME DESHITA “ (= “ Thank you for the feast “)  Wait for everyone to have a drink  Glasses are raised for a drinking salute, for example “ KAMPAI “.

ABOUT CHOPSTICKS  Japanese use chopsticks  Be careful NOT to ask for a fork if you need one  Effective communication is often indirect  If they notice you’re uncomfortable with the chopsticks, they will ask for a fork on your behalf  Why you shouldn’t ask:  Could unintentionally signal that you have no desire to learn about their culture  If you’re unwilling to learn about chopsticks, how would you handle more critical business situations with bigger cultural differences?

DRESS CODE  Business clothes are rather conservative  Men:  Conservative business suits  Blend in with the group  Women:  Keep jewelry to a minimum  Do not wear high heels if this results in towering over your male Japanese counterpart  Wrap your kimono left over right

BUILDING RELATIONSHIPS  Successful relationship with a Japanese colleague / client is based on 3 factors:  Sincerity = Compromising, understanding, conduct business on a personal level  Compatibility = Concerned about the personal relationship and well being of the company, not just focused on the financial gain  Trustworthiness = Faith put in you to protect from loss face

WHAT ARE MEETINGS FOR?  Meetings take place for one of these 3 reasons:  To build rapport  To exchange information  To confirm previously made decisions  Decisions are rarely made in a meeting  Primarily held to acquire information  A long and involved consensus building process  We send 1 or 2 people, the Japanese send 20

SMALL STUFF  Observing the small details of politeness = Big way of showing respect  Blowing your nose in public, for example a meeting room, is not done.  When invited to a Japanese home: take off your shoes and wear the provided slippers  Remove your slippers if you encounter a Tatami-floor  You’re not expected to know all of this, but it’s noticed and appreciated when you do.

THE END “ Use your knowledge of Japanese business etiquette to demonstrate your flexibility and sensibility. It will pay dividends. ”