Japan is one of the largest markets in the world, with the third largest economy. It's also a country which values tradition and manners. You have to understand the social etiquette of Japan, and the mistakes to avoid.
Japan has the world's third largest economy and is a country steeped in tradition, with a rich and fascinating culture. If you want to establish your professional relationships here, you must be mindful of how those age-old traditions affect the way business is done.
For starters, business practices and styles are very different to those generally found in the West. The Japanese greatly value connections, but they only make those connections with people of the same rank as them. Your contacts will want to find out as much as possible about your qualifications and employment background, as well as your salary.
There's often an air of seriousness to the way business discussions are carried out, but decisions are usually made swiftly by the most senior figure at the negotiating table. The Japanese have a saying, 'The duck that quacks first gets shot' – in other words, they value silence over too much chatter because it demonstrates gravitas and self-control.
When socialising, you should bow in greeting, reserving deeper bows for older and more senior people. The Japanese rarely shake hands, so avoid it unless they offer their own first.
It's considered impolite to use a contact's first-name unless they invite you to, so stick to the formal 'Mr Takahashi' or 'Takahashi san' until they signal otherwise. The culture of politeness also means you should frequently express gratitude and praise their hospitality.
Gift-giving is highly-valued, but be careful what you give. White flowers, for example, are seen as bad luck, as is anything which comes in a set of four. Gift-giving is all about the ritual. When offered a gift it's polite to decline it twice before accepting, and all presents are opened in private to avoid a 'loss of face' in front of others.
Business cards – 'Meishi' – are also incredibly important. You should present and accept business cards with both hands, as though they're a gift. Always make a show of reading a card before placing it in your card holder – never your back pocket or wallet, as that is considered extremely offensive.
When it comes to hierarchy, age equates to seniority. You should always show great deference to older figures, more so than to younger ones. For example, always greet the most senior figure in the room first.
If you want to find success in Japan, tread carefully and be aware of these and other cultural nuances.
Connect with people of the same rank
Discussions should be treated with great seriousness
Stay polite and formal in your greetings
Present both gifts and business cards
Always show deference to older, more senior figures
