Japan is a land of peace and harmony that continues to evolve in a positive unification of tradition and modernisation. With its elaborate and colourful history and culture, Japan has formed a distinct model of hierarchy, honour and etiquette that is still reflected in many social and business practices today. If your organisation is planning to conduct business with Japan, potential success depends upon an understanding of this culturally influenced protocol.
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Japanese culture - Key concepts and values
Wa – The most valued principle still alive in Japanese society today is the concept of ‘wa’ or harmony. The preservation of social harmony dates back to the first constitution in 604 AD and the teamwork needed when living and working on collective farms. In business terms, ‘wa’ is reflected in the avoidance of self-assertion and individualism and the preservation of good relationships despite differences in opinion. When doing business with the Japanese it is also important to remember the effect of ‘wa’ on many patterns of Japanese behaviour, in particular their indirect expression of ‘no’.
Kao – One of the fundamental factors of the Japanese social system is the notion of ‘face’. Face is a mark of personal pride and forms the basis of an individual’s reputation and social status. Preservation of face comes through avoiding confrontations and direct criticism wherever possible. In Japan, causing someone to lose face can be disastrous for business relationships.
Omoiyari – Closely linked to the concepts of ‘wa’ and ‘kao’, ‘omoiyari’ relates to the sense of empathy and loyalty encouraged in Japanese society and practiced in Japanese business culture. In literal terms it means ‘to imagine another's feelings’ and therefore building a strong relationship based on trust and mutual feeling is vital for business success in Japan.
Doing Business in Japan
The late 19th and early 20th centuries saw Japan swiftly embrace the numerous influences of western technology. Following the country's defeat in WWII, Japan experienced a remarkable growth in its economy and fast became one of the world’s leading industrial powers. As a result of a very powerful earthquake and the ensuing tsunami in 2011, Japan’s economy contracted. However, it has largely recovered and remains a stable and exciting business market open to foreign investment and trade.
Japan business Part 1 - Working in Japan: Working practices in Japan
Structure and hierarchy in Japanese companies.
Working relationships in Japan
Japan business Part 2 - Doing business in Japan: Business practices in Japan
Japanese business etiquette (Do's and Don'ts)
DO use apologies where the intention is serious and express gratitude frequently as it is considered polite in Japan.
DO avoid confrontation or showing negative emotions during business negations. Express opinions openly but evade direct or aggressive refusals.
DO greet your counterparts with the proper respect and politeness. If your counterpart bows, make sure you return the gesture which is usually performed shortly and shallowly. More often than not, a handshake is sufficient.
DON’T give excessive praise or encouragement to a single Japanese colleague in front of others. Remember that the group is often more important than the individual.
DON’T address your Japanese counterpart by their first name unless invited to do so. Use the titles ‘Mr’ or ‘Mrs’ or add ‘san’ to their family name; for example, Mr Hiroshima will be ‘Hiroshima san’.
DON’T use large hand gestures, unusual facial expressions or dramatic movements. The Japanese do not talk with their hands.
Japanese Culture Quiz - true or false
1. In business meetings it is customary for the most senior person to enter the room last and sit closest to the door.
2. In Japanese the number 4 sounds like the word for ‘death’ and consequently is deemed unlucky.
3. As in many Western cultures, silence is seen as uncomfortable and avoided where possible.
4. In Japanese culture, laughter is often used to hide feelings such as nervousness, shock, embarrassment, confusion and disapproval.
5. It is not rude to slurp or make noise while eating noodles or drinking tea.
Japanese Culture Quiz - Answers
1. False. The most senior member of the team generally enters the room first, followed by his subordinates in order of rank. The least senior member will sit closest to the door.
2. True.
3. False. Silence is often used as part of the thought process and is never thought of as uncomfortable.
4. True. It is generally used when it is not known what feelings to express.
5. True. It is a positive sign that you are enjoying it.
Japanese culture - Key concepts and values
Wa – The most valued principle still alive in Japanese society today is the concept of ‘wa’ or harmony. The preservation of social harmony dates back to the first constitution in 604 AD and the teamwork needed when living and working on collective farms. In business terms, ‘wa’ is reflected in the avoidance of self-assertion and individualism and the preservation of good relationships despite differences in opinion. When doing business with the Japanese it is also important to remember the effect of ‘wa’ on many patterns of Japanese behaviour, in particular their indirect expression of ‘no’.
Kao – One of the fundamental factors of the Japanese social system is the notion of ‘face’. Face is a mark of personal pride and forms the basis of an individual’s reputation and social status. Preservation of face comes through avoiding confrontations and direct criticism wherever possible. In Japan, causing someone to lose face can be disastrous for business relationships.
Omoiyari – Closely linked to the concepts of ‘wa’ and ‘kao’, ‘omoiyari’ relates to the sense of empathy and loyalty encouraged in Japanese society and practiced in Japanese business culture. In literal terms it means ‘to imagine another's feelings’ and therefore building a strong relationship based on trust and mutual feeling is vital for business success in Japan.
Doing Business in Japan
The late 19th and early 20th centuries saw Japan swiftly embrace the numerous influences of western technology. Following the country's defeat in WWII, Japan experienced a remarkable growth in its economy and fast became one of the world’s leading industrial powers. As a result of a very powerful earthquake and the ensuing tsunami in 2011, Japan’s economy contracted. However, it has largely recovered and remains a stable and exciting business market open to foreign investment and trade.
Japan business Part 1 - Working in Japan: Working practices in Japan
Structure and hierarchy in Japanese companies.
Working relationships in Japan
Japan business Part 2 - Doing business in Japan: Business practices in Japan
Japanese business etiquette (Do's and Don'ts)
DO use apologies where the intention is serious and express gratitude frequently as it is considered polite in Japan.
DO avoid confrontation or showing negative emotions during business negations. Express opinions openly but evade direct or aggressive refusals.
DO greet your counterparts with the proper respect and politeness. If your counterpart bows, make sure you return the gesture which is usually performed shortly and shallowly. More often than not, a handshake is sufficient.
DON’T give excessive praise or encouragement to a single Japanese colleague in front of others. Remember that the group is often more important than the individual.
DON’T address your Japanese counterpart by their first name unless invited to do so. Use the titles ‘Mr’ or ‘Mrs’ or add ‘san’ to their family name; for example, Mr Hiroshima will be ‘Hiroshima san’.
DON’T use large hand gestures, unusual facial expressions or dramatic movements. The Japanese do not talk with their hands.
Japanese Culture Quiz - true or false
1. In business meetings it is customary for the most senior person to enter the room last and sit closest to the door.
2. In Japanese the number 4 sounds like the word for ‘death’ and consequently is deemed unlucky.
3. As in many Western cultures, silence is seen as uncomfortable and avoided where possible.
4. In Japanese culture, laughter is often used to hide feelings such as nervousness, shock, embarrassment, confusion and disapproval.
5. It is not rude to slurp or make noise while eating noodles or drinking tea.
Japanese Culture Quiz - Answers
1. False. The most senior member of the team generally enters the room first, followed by his subordinates in order of rank. The least senior member will sit closest to the door.
2. True.
3. False. Silence is often used as part of the thought process and is never thought of as uncomfortable.
4. True. It is generally used when it is not known what feelings to express.
5. True. It is a positive sign that you are enjoying it.
