While entering a meeting with more than a few individuals, it is essential to first greet the most senior people in the group, and proceed forward. This is because age is perceived with great reverence in Japan. Adding to this, it also means that hierarchy is paramount in this culture and one must respect the chain of command while conducting business.
Business cards too represent an important part of a relationship. It is considered as an extension of a person’s identity. This is why seemingly normal events can sometimes be considered disrespectful. Below are a few points to consider while dealing with business cards:
- Accept a card with both hands, and make sure to read it briefly before placing it in your card holder
- When receiving a card while seated, it is advised that the card be placed on the table, and only place it in your card holder after the meeting
- When presenting your card, it is advised that you too use both hands. This is considered respectful, and it is recommended to walk up to the recipient if he or she is seated away from you.
When it comes to sales, a pressure centric hard selling approach is doomed to fail in Japan. You would do a lot better with patience, and a subtle yet persuasive presentation. Proposals need to highlight the “fit” between your organizations and elaborate on such points. Once you have concluded, please remember not to drive hard for decisions either. Since the Japanese style for decisions is by consensus, it can appear disrespectful if you push for quicker actions. As with what we have seen, patience is important because with this long process comes the opportunity for a long and trusting business relationship.
Similarly, businesspeople tend to build relationships by discussing aspects from their personal life. While this may seem normal in the West, it is critical to realize that the Japanese value privacy. This is especially important at the start of a relationship, where you may be considered pushy or rude when asking something personal.
Finally, there are a lot of small things that are to be learnt over time regarding how you present yourself in Japan. This can relate to the type of gifts exchanged, behavior while visiting homes, or even the way you use chopsticks. While you can’t necessarily know everything there is about etiquette in Japan, everything that you do know goes a long way in terms of showing respect and flexibility from your side.
Vaibhav Sharma 