A couple of months back, we
introduced you to Sebastien Eckersley-Maslin, who was trying to
build the smallest multinational in the world. We asked Sebastien
to fill us in on the complexities and etiquettes of the countries
he's setting up shop in. First up the series, he tells us about
doing business in Japan.
Doing business in Japan is like a lesson in fine art. While the
pace of Tokyo can make your head spin at street level, step inside
the cool calm of any highrise and the attention to time honoured
traditions is as detailed as an 18th century block print.
You'll also find that being skilled in these customs is powerful
currency. The Japanese are extremely polite and place significance
on respect and social rank. From ceremonial rituals like the
exchange of business cards, to the importance of attire and the
formality of meetings, etiquette is to be observed with reverence.
Here are some tips that will help you make a good first impression
and build a lasting relationship with your Japanese partners.
1. Exchanging business cards
The exchange of business cards during a meeting is a ceremony in
itself. Always present your business card to the most senior member
at the meeting first. Always bow when presenting or receiving a
business card and handle with both hands. Always treat the business
card with respect, take the time to read it carefully, never write
on it or play with it. A symbol of your name and your credibility,
business cards are very important in Japanese business culture.
2. What to wear
Business attire must be formal. Wear a dark suit with a white
shirt and subdued tie, but steer clear of a black suit and tie worn
with a white shirt, as this is traditional Japanese funeral attire.
A red tie is traditionally the colour of someone heroic. The
combination of red and white (tie and shirt) is also a symbol for
auspicious or happy occasions (business meetings). Men in power -
like the Presidents of the United States - are often seen sporting
dark power suits with white shirts and a red tie.
3. Business meetings
Punctuality is a must in Japan. Arrive 10 minutes early and plan
a detailed agenda. Wait to be seated in the meeting room, as it is
customary for the most important or senior associate to sit the
furthest away from the door. Business meetings are about
relationship building and decisions are rarely made on the spot.
Meetings may feel a bit slow and key details are often discussed in
a round-about way - but don't mistake indirectness as
non-commitment. Be patient, it will pay off. Silence is also a
virtue, if things go quiet during a meeting do not panic,
reflection is taking place.
4. Language
Another important aspect to consider is language. If you don't
speak Japanese, your meetings will be done through an
interpreter. Documents, presentations and even business cards
need to be translated. It's important to find yourself a trusted
partner on the ground in Japan to help you with these services and
anticipate your needs if you visit regularly. This is where the
services of a virtual office provider like Servcorp can be
invaluable.
5. The Experience
The natural partner to a Tokyo business trip is a stay in a
capsule hotel. You might choose a regular city hotel or even the
more traditional Ryokan for the majority of your stay, but if you
have a sense of adventure it's an experience not to be missed. Once
inside, the capsules are larger than they appear, but still
definitely not for the claustrophobic. Or those particularly
sensitive to hospital style robes, communal showers and smoking.
Sometimes all at once!
They might seem like small things, but the few pointers above can
make all the difference to a trip to Japan for business. Take some
time to consider them before you go and you'll be glad you did your
homework.
Find out more about Sebastien International