the japanese business handbook

8/10/2019 The Japanese Business Handbook

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Table of Contents

1. Welcometo TheJapanese Business Handbookfrom Japan Jumpstart

2. Negotiations and Meetings

3. The Japanese Decision Process

4. Japanese Authority System

5. Speaking Japanese

6. Communication

7. Getting to Your Meetings in Tokyo

8. Did You Know?

9. Locations for Offsite Meetings in Tokyo


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The Japanese Business Handbook from The Tokyo Times

This book is brought to you for free compliments of Kaori-san, a virtual

assistant service for people living or doing business in Japan.

The material in this book was developed by me for Japan Jump Start a

service from The Tokyo Times dedicated to giving you valuable and exclusive

information on how to start and grow a business in Japan. This handy guide

contains tips, cultural information, and language materials aimed at helping

you get a head start in the world of Japanese business.

If you are considering doing business in Japan or already doing

business in Japan, look at Kaori-san. Kaori-sans bilingual virtual

assistants are perfect for helping bridge the culture and language

gap.

I hope you benefit from the knowledge in this e-book.

Ejovi Nuwere [email protected]


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Negotiations and Meetings in Japan

One thing to remember when approaching negotiations with

Japanese business people is this: Japanese people do not generally like

negotiations. Any kind of confrontation is unpleasant, and the Japanese try

to avoid it as much as possible. Traditionally, the Japanese feel that

agreements should be made subtly and behind-the-scenes, through a slow

process of gaining mutual support and consensus.

In fact, the Japanese arejustas mystified by the Western practice of

persuasive speech and debate as Westerners are by the seemingly inefficient

way the Japanese come to a decision. The Japanese value group

consensus and harmony, believing this has a positive effect in the

long-term.Ideally, decisions somehow happen rather than be forced to a

head in a battle of opinions.

Becoming familiar with the following characteristics of Japanese

negotiations, you will prepare yourself for dealing in Japanese business and

ensure your success. A negotiation in Japan works in three parts that

are deeply rooted in the Japanese psyche:

The background story leading up to current events

The hardship, challenge, or pain one may experience

The benefit of helping or agreeing to your request to alleviate your


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afflictions

In other words, there is an element of melodrama in Japanese

negotiations.The hardship and challenge (or pain and suffering as the

Japanese see it) one goes through in order to present their work is a

strategy to elicit interest and compassion.

In Japan, decisions are more trust based than logic based.

Making a logical argument about why you are the most qualified doesnt

always work. You must gain the trust of Japanese business people before

agreements are met.

Observing some basic cultural DOs and DONTs will help you fit into

the Japanese business world.

DO arrive 5 minutes early.In Japan, being right on time is often

considered late.

DOwaitto be seated.There is often a protocol as to where people

should sit. Usually, the highest ranking person at the meeting will be

seated at the end of the table, furthest from the door.

DOwearprofessional business attire.Casual dress is rarely

appropriate in Japanese business settings.

DONTever say No for an answer.A straightforward refusal is

considered rude.

DOconvey your refusals gently. Use language such as, It would


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be difficult... or I have concerns.... Using nonverbal forms of

communication such as facial expressions can also get the message

across.

DObe highly observant of non-verbal communication from the

Japanese.They find it hard to say no. Laughter, slight frowning,

sharp intake of breath...all of these gestures can be deliberate

attempts to convey a discomfort or disagreement with your request.

DOexchange business cards (meishi).Be sure to hand them over

and receive them with a bow using both hands. Carefully study what is

written on the card before placing it in front of you on the table. Put it

away in your wallet or card holder once the meeting is over.

DONTbring food or drink into the meeting.

DONTbe uncomfortable with silence.The Japanese can often

remain silent for what may seem, by Western standards, a long period

of time. Be patient and try to discern if what youve said has been

understood.

DOinsist on paying at a lunch or dinner meeting where you are the

host. The Japanese will try to refuse, but continue to insist.

DObring a small gift to present to the most senior member at

the end of the meeting.The gift, carefully wrapped, should be

presented with both hands, and with words that express something to


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the effect of This is a small thing...

DONTsurprise your host with the gift.At the beginning of the

meeting, make sure you mention that you have a small gift to present

afterward.

DONTexpect that any gifts you give will be opened in your presence.

DONTexpect Japanese presentations to be concise or

entertaining.Perhaps due to the public educational system, the

Japanese are used to lengthy, dry, lecture-style presentations that go

into a lot of history, detail, and context.

DOuse as many visuals as possible in your presentations.

Visuals (graphs, charts, etc.) help illustrate ideas where there may be

communication barriers. Generally, visuals are more easily understood

than a long stream of words. Japanese people often use intricately

detailed visuals in their presentations.

DOemphasize your credentials.Japan highly values credentials.

You will establish more trust by mentioning partnerships with well-

known companies, long histories, licenses, education, and even

relationships with mutual acquaintances.

DONTexpect your Japanese clients or colleagues to make any

decisions right away.One important element of the Japanese

decision-making process is Nemawashi, or an informal gathering of


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feedback, support, and consensus beforeany formalized, official steps

are taken. In other words, a consensus needs to be reached in

unofficial, often one-on-one meetings, before that consensus is

discussed and realized in an official meeting. The Japanese insist on

making a consensus comprehensive and unanimous, alleviating any

one person from responsibility for mistakes in decision-making.

DONT go into lengthy explanations of why something went

wrong, why you were late, or any other issue.Explanations,

though appreciated in Western cultures, are often seen as iiwakeor

literally, excuses to the Japanese. To demonstrate and receive

respect, it is better to apologize sincerely and profusely and show

remorse.

DONTbe too flashy in your negotiations.Come up with a

reasonable first offer rather than expect a negotiations battle. The

Japanese people will be looking to see if you are a trustworthy partner

in the long term. Any tricks or tactics may arouse suspicion.

DONTexpect a negotiation to ever be finished and settled.

Japanese people see negotiations as a start of a relationship, not an

end. Any agreements will probably be further amended and discussed.

DObe consistent and predictable in your dealings with

Japanese clients andcolleagues as Japanese business people find


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these qualities trustworthy. Any anxiety they may have over dealing

with a foreign company will be gradually alleviated if they know what

to expect with each encounter.

Japanese business people do business in many different ways

than most Westerners. Knowing some of those basic differences, you

will know what to expect and what is expected of you.Remember, the

Japanese dont like aggressive negotiations and they make big decisions

based on a company consensus so be patient and respectful of this cultural

requirement. Earning the trust of your Japanese counterparts by following

the above DOs and DONTs will be extremely beneficial to the future success

of your business in Japan.

The Japanese Decision-Making Process

If you want to do business in Japan, you must prepare yourself -

the Japanese decision process can take time.In comparison to Western

cultures, it is much slower and involves many routine steps that are

sometimes frustrating to Westerners.

Nemawashi, or an informal gathering of feedback, support, and

consensus beforeany formalized, official steps are taken, is one important

element of the Japanese decision-making process. The Japanese insist on a

unanimous agreement ensuring satisfaction of all involved.


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Elements of the Process to Consider

Its important to be aware that the Japanese process of decision making

is very different than in Western business. Knowing some key points of the

process will help you understand what is going on when the Japanese come

to a decision.

Even though a CEO has great authority, he/she will require that all key

management be involved in the negotiations. This is because he/she

still needs to gain a consensus from the group.

Multiple meetings may seem like a waste of time, but in each meeting,

you need convince or reassure all the players that your proposal is

valid.

Often, if there is an objection to your proposal, a lower level employee

will speak for the supervisor who has identified an issue. When you

respond to an objection, address the entire group.

Once a consensus-based decision is made, execution is swift and

efficient because the entire company is behind the idea.

Patience is a strong virtue when doing business in Japan. Its

important to be aware that the Japanese rely heavily on group agreement

before making any decisions that will affect the company. Expect that the

Japanese decision making process will take more time than in Western

business. You may be asked for more information, meetings, or credentials.


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Appreciate that this is their way of protecting the company and being sure

the right decisions and agreements are made.

Japanese Authority System

In general, the Japanese have a strong sense of social expectations in

relation to age and experience. These expectations are apparent in business

relationships. Within a company, employees are ranked by position, age,

experience, and length of time at the company. Being aware of the

hierarchical positions and expectations within the company in which you are

dealing, will help you develop a working relationship with the members and

leaders of the company. You may or may not be held to these expectations,

but either way, it is important to be aware and respectful of them.

The Senpai-Kohai Relationship

In Japan, knowing your place is a social expectation and a

necessity learned at a young age.One essential example of this is the

Senpai-Kouhai relationship. Senpaiis best described as a mentor, senior or

more experienced person. Kouhai, as an apprentice, junior or less

experienced person.

This relationship is usually age-based, but can also be based on

an individuals seniority in an organization or company.For example,

if a younger person entered a company before a slightlyolder person,


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he/she would be the Senpai. However, if the new hire was significantlyolder,

his/her age would demand a certain amount of status and respect.

In schools, the Senpai-Kouhai relationship is particularly evident in

sports teams and clubs. The younger, Kouhai students are expected to do all

menial tasks, serve and cater to the needs of their Senpai, and use honorific

language at all times.

What makes the Senpai-Kouhairelationship unique is that these

relationships extend beyond places of business and remain a part of how

people relate to each other in other aspects of their lives. A Kouhai respects

and obeys his/her Senpai, not only in a business setting, but also in the

social arena as well.

Even if the original context in which the Senpai and Kohai meet is no

longer relevant, the respect remains for as long as the two individuals know

each other. Years later, for example, a Kouhai continues to call the senior

members of his high school baseball team Senpai and remains deferential

in their presence regardless of the fact that they have long since

graduated and are no longer members of the same team.

Sensitivity to the Senpai-Kouhai relationship is very important in

Japanese society.Although there is not as high an expectation for

foreigners to understand and abide by the rules of the Senpai-Kouhai

relationship, it is important, and beneficial, to have an awareness of the


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age and status of your Japanese business partners and clients. No

matter how close you become to someone in Japanese society, these

hierarchies are ever-present in the foundation of your relationships.

Important Positions in a Japanese Company

In Japan, as in Western business, the company is divided into several

important positions and departments. Knowing who is who and appreciating

their position will help you to be more effective in your relationship with

Japanese businesses.

Bucho Head of Department or Division/Department Manager

In Western terms, the bucho is similar to a vice-president. A highly

important position, it is essential that individuals doing business with

Japanese companies know the key buchos in the departments they are

dealing with. Japanese etiquette requires courtesy calls every few months to

the important buchos of the companies one is doing business with just to

check in and say hello.

Kaicho Section Manager

Japanese company departments are often divided into several ka, or

sections. A kacho oversees the administrative duties of a company, and

makes sure that necessary accomplishments are met. If you want something

to get done, it is vital to develop a relationship with the kachos concerned

with your interest in the company. Traditionally, it is good form to invite the


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employees is an investment in the business you do in Japan.

Speaking Japanese

Naturally, Japanese language ability is a huge benefit when doing

business in Japan. That said, English is becoming more prominent among

the Japanese. A lack of total fluency in Japanese is not always an obstacle to

doing business. I sat down with two successful entrepreneurs in Japan. Brian

Tannura, CEO of Market Pioneer Japan and Terrie Lloyd, CEO of LINC Media

revealed.

Brian Tannura explains that a knack for being able to creatively explain

a point with visual aids is more important than being able to speak

Japanese. He says that one must approach doing business in Japan by being

open and available.

For people who are decision makers, who you obviously want to be

dealing with, a lack of language is not going to be the deciding point.

You cant be an idiot and go in with pictures and not be able to explain,

but you have to think creatively of a way to explain what you want to

sell and have the numbers.

You can explain it in a way that makes sense, even without a lot of

language. A decision maker is not going to let that stop them from

understanding and deciding.


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Its more the demeanor. If you are actually open and can say, Hello or

something in your demeanor that expresses an actual openness and

interest, that will get you over that hurdle. I found that thats not

different in Japan.

The other aspect with language is that pictures go across languages. I

was always sure to have at least a simple, not a high gloss or fancy

catalog, but at least a visual picture saying this is what I want to do

with you. The combination of that, a bit of sincerity, and a bit of

language would get you in the door.

Brian Tannura, CEO of Market Pioneer Japan

In addition, Terry Lloyd comments that starting a company in Japan is

not very difficult even if you dont speak any Japanese.

It turns out that anyone can start a company in Japan, so long as they

have residency rights, like foreign registration or alien registration. As

long as you have that you can start a company here...Keep in mind,

that I couldnt speak a word of Japanese.

Terrie Lloyd, CEO of LINC Media

Although fluency in Japanese is not required to do business in Japan, it

is important to be prepared to face language barriers. Visual aids, pictures,


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graphs, videos, handouts and other tools of explanation will be greatly

appreciated by Japanese business people. It is important to be as clear as

possible to help move your business in Japan forward.

Easy Japanese Phrases to Remember

Even though fluency in Japanese is not required, learning a few basic

Japanese words and phrases will show your Japanese counterparts that you

are committed to doing business in Japan and interested in the culture.

Ohayo gozaimasu- Good morning

Konnichiwa- Good afternoon

Konbanwa- Good evening

Oyasumi nasai- Good night

Mata ato de- See you later

Mata ashita- See you tomorrow

Ogenki desuka?- How are you?

Genki desu- Im fine

Hajimemashite- Nice to meet you. Or literally, For the first time...

spoken after introducing yourself to someone for the first time.

Yoroshiku onegaishimasu- Literally translated, this means, Please

take care of me, or Please be good to me. However, more


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accurately, this phrase implies gratitude in advance for whatever

develops or is required in the relationship. Variations of this phrase are

used liberally in Japanese business language.

Osewa ni narimasu- I thank you, in advance, for all your help. This

is also another routine phrase that implies gratitude. It is different to

Yoroshiku onegaishimasuin that it subtly implies a more casual

business relationship and might be used in the case where gratitude

for a business relationship exists, but there is no specific business

objective at the time.

Challenges in Communication

No one likes to be misunderstood. In business situations, being

misunderstood can make the difference between the success or failure of

your projects. The way Asian and Western cultures communicate is

vastly different and sometimes conflicting.Thus, there is a higher risk

of misunderstanding and being misunderstood when dealing with Japanese

business people. The more prepared you are for these differences, the more

smoothly and positively your relationship with your Japanese clients and

colleagues will develop.

Differences in Communication Between Asian and Western Cultures

Sadahiko Hirose, former CEO of Columbia Music Entertainment and IBM


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Japan executiveexplained to me the different ways Western and Asian

cultures communicate and ways to find success in communication across the

cultures.

In the United States...they like direct talk. But we like indirect talk.

For example, we like to use analogy, an analogical way of expression.

Its sort of indirect, which means its polite. To make a success here in

Japan, number one is to have an exclusivity, which it doesnt have here

in Japan. Number two; find the potential market through hearing the

market voice. Number three, communicate yourself in the Japanese

style, which is sort of indirect.

Sadahiko Hirose, former CEO of Columbia Music

Entertainment

The Japanese language and culture is very concerned with being

polite.They see indirect talk as a way of maintaining integrity and not

insulting their counterparts. The Western way is often to directly say what is

meant and use explanations. The Japanese, as Sadahiko Hirose mentions,

like discussion to be less direct. They feel that Western business leaders can

be more successful if they listen to the market more and talk less.

Eye Contact

In Western cultures, eye contact is a very important way of establishing


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a connection with someone, or expressing interest in what they are saying.

In Japanese culture, eye contact can be seen as a rude way of

expressing scrutiny or intimidation towards the speaker. Japanese

people may refrain from looking at you in meetings and presentations and

they may even close their eyes, appearing to Westerners as if they are

sleeping, while in fact, they are listening intently and openly conveying so.

Finding Common Ground

In Japan, finding a common interest makes both clients and colleagues

feel more comfortable. Usually, finding a common ground is the beginning of

a reliable business relationship.

The American way is the conclusion first and then the reason for it. But

the European way is the reason first and then the conclusion. They are

some of the differences. But both are direct speakers. Here in Japan,

they do the openings first. Opening is starting or something different

from business; your hobby, what you did last night. Thats the kind of

entry. Just as a way of finding a common field, common subject

between you and me. Once we can find a something in common, then

the customer feels better.

Sadahiko Hirose

While Western business people like to get straight to the point, the

Japanese like to feel they have a friendly relationship before they do


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business. In Japan, instead of delving right into a presentation or

explanation, it is appropriate to engage is what seems like a social activity:

talking about what you did the night before, or your hobbies. However, this

communication builds the trust and interest needed by Japanese business

people to accept and continue doing business with you.

The Value of Apology

In Western cultures, people are often raised to defend themselves and

their opinions. When something goes wrong, they offer explanations as to

why, especially if they feel they are not to blame. The Japanese, however,

see this as inappropriate and disagreeable. They equate explanations with

excuses.

Japanese people feel it is better to be quick in apologizing. In

fact, apologies are a constant part of Japanese conversation.They

will frequently preface favors or requests with apologetic phrases such as:

Sumimasen, or, Moshiwake gozaimasen. A cashier will apologize to you

before asking for your money. Wait staff in restaurants will often apologize

for making you wait for your dinner or drinks, even if they are brought out

immediately.


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Most apologies in Japanese culture, are not an admittance of

fault, but rather an expression of modesty. They are simply a preface to

getting to the main topic of conversation so dont feel the need to explain

yourself if you have made a small mistake. Simply apologize.

The Importance of Listening

Another difference between Western and Asian business communication

is that Westerners like to talk and explain their plans in detail, but in

Japanese businesses relations it is more appropriate to listen to the client

express their needs.

Through hearing the customers voice and the customers message,

we can identify a demand. That would be very key. I guess thats a

common formula for creation both in the western countries and in

Japan, or even in China. Thats the Golden Rule. That golden rule

is very effective also in Japan.

If somebody wants to come to Japan and start a business, the

number one thing is that of course, the business should have some

exclusivity, but the key is hearing the voice of the Japanese

market. Thats the key. Western people have a tendency to try to

talk. They like to talk a lot. But hearing the sales talk is sometimes

boring. Instead, the customer likes to be heard from somebody.

The customer likes to talk. So, thats common in the United States


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and also in Japan; especially in Japan. Sales talk by foreign people,

western people is too much. Less talk, much hearing; thats a way

to get into the market.

Sadahiko Hirose, former CEO of Columbia Music

Entertainment

In Japan, the best way to get into a market and be successful is

by listening to the demands of the customer.Sometimes, Westerners

have the tendency to talk more than is necessary. Recognize the value of

giving your client the opportunity to voice their concerns. In Japan, this is

the best way to further your business.

The Japanese Way of Saying No

The Japanese find it difficult to say no. A flat out refusal is considered

rude. Here are some clues as to whether your proposal is being rejected:

Muzukashii, which literally means difficult, is a way of declining

your offer. This is also a business code-word to say that what you are

asking for is impossible and is not going to happen.

Look for visual clues in body languagesuch as a furrowing of the

eyebrows, a slow intake of breath through the teeth, or a strained

expression. Any of these expressions accompanying the word,


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bow. The deepest bow, however, does not exceed 45 degrees.

Always exchange business cards with new clients or

colleagues. After an initial introduction, pull out your business cards

and hand one over using both hands and a bow. Receive your clients

card the same way, and carefully study what is written on the card

before slipping it in your card case or wallet (never your pocket). If

you are in a meeting, place the card in front of you on the table. Put it

away in your wallet or card case once the meeting is over.

Never pour your drink by yourself.Allow someone to pour it for

you. Kampaiis the word for toasting a drink, similar to Cheers!

Before partaking of food or drink that is offered to you, say,

Itadakimasu, which literally means, I will receive... This ritual

word is spoken before drinking and eating to express gratitude.

After finishing a meal, say Gochi so sama deshita,which is

another ritual word meaning, It was a delicious/excellent meal, and

expressing gratitude.

Never point or gesture with your chopsticks.Never pierce food

with your chopsticks, or pass food from one pair of chopsticks to

another.

It is considered rude to talk on your cell phone in public places

such as trains, buses, and restaurants. Make sure you set your cell


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home.

To avoid giving the wrong impression in social situations in Japan it is

important to be aware of the etiquette and how you are behaving. The

Japanese culture is rather formal and polite.Be sure you know how to

greet another person, conduct yourself during formal and informal meetings,

and behave in social situations such as meals and visits to anothers home.

These etiquette points will help you be more respected and respectful in

Japanese culture.

Getting to Your Meetings in Tokyo

Tokyo is a city of over 12 million people and it can be difficult to

navigate the complicated public transportation system.One of Tokyos

major train stations, Shinjuku, has an average of 3.6 million people coursing

through it daily, making it the busiest train station in the world. With 12

train lines and 200 exits (including one underground arcade), it can feel like

a colossal maze of shops, tunnels, and platforms.

Tokyo public transportation is famously punctual and rarely off-

schedule, so being late to a meeting is rarely excusable, but if you know

where youre going and how to get there, you stand a better chance of

arriving to your meeting on time.

Avoid being late by following these tips for navigating Tokyos public

transportation system:


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travel. Suica or Pasmo cards are available to purchase for 500yen. You

can add money to the card at ticket-purchasing machines in the

stations. Simply tap the card onto the Suica icon as you pass through

the gate and the train fare will automatically be deducted. The cards

can be used for all trains, subways, most buses, and recently for

station lockers and convenient stores.

Rush hour is generally from 7:30am to 9am in the mornings

and 5pm - 7pm in the evenings.Morning rush hours are the most

crowded. Although trains come more frequently, be prepared to

navigate through thick crowds, especially at the major stations.

To enter an already packed train car:Hold any bags, purses,

briefcases in front of you. Back into the train dont be afraid to push.

Brace your hands against the upper rim of the door as you push

backwards.

To exit a packed train car:Begin preparing to exit before the train

comes to a full stop. Once it stops, start pushing towards the exit

saying, Sumimasen. Orimasu! (Excuse me! I need to get off!)

When traveling by train, know ahead of time the exit number or name

of the station to which you are traveling. The major stations are

enormous, and going out the wrong exit can lead you far away from

your destination.


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Taxis are everywhere and easily hailed on busy roads.If a taxi

light on the hood of the car is lit, it is available. The rear passenger

door automatically opens and closes, so wait for the driver to do this

for you. It is more difficult and expensive to call and reserve a taxi

than to simply hail one on the street.

Most taxi drivers do not speak English.Know and write down

(preferably in Japanese) the address of your destination. If you have a

written address the driver can simply enter the address into his/her

navigation system.

Trains do not run all night.Shuuden, or last train, is around

11:30pm to 1:00am depending on the train line. Be aware of the time

of your last train. Once it has departed, your only options are taxi or

staying the night in a hotel.

In all major cities across the world, transportation is a challenge,

especially to newcomers. In Japan, the best way to ensure that you arrive

on time to the right location is to give yourself an excess of time and know

where you are going and how to get there. Use interactive maps and

transportation websites before attempting to use public transportation.

When all else fails, have cab fair and the address of your destination written

down in Japanese.


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Did You Know?

Japan, the Land of the Rising Sun, is a very interesting country full of

history, culture, and innovation. Enjoy some fun facts about this splendid

country.

Japan is the second largest economy in the world, after the United

States.

Only 1.5% of Japans population are foreign nationals; the other

98.5% are Japanese.

Ninety-nine percent of the population speaks Japanese and the literacy

rate is 99%.

Japan has one of the lowest homicide crime rates in the world,

despite being one of the most densely populated countries. According

to the most recent statistics, Japan had 0.50 homicides per 100,000

people compared to 5.7 per 100,000 people in the United States.

Japan is comprised of over 3,000 islands!However, the four

largest islands (Hokkaido, Honshu, Shikoku, and Kyushu) make up

97% of the land area.

Japan has the highest number of vending machines per capita

with about one machine per 23 people. Vending machines sell

everything from drinks, snacks, fried food, alcohol, soup, ice cream,


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and cigarettes.

Japan is one of the leading countries in the development of

environmentally friendly technologies. It is ranked 30th best in the

world according to the Environmental Sustainability Index.

Japan is very strict about garbage disposal.Garbage is separated

into combustible, non-combustible, and recyclable items. The

definitions of these items can differ from city to city. It might be hard

to find public garbage cans on the streets, but usually, they are

located in front of convenience stores.

The Japanese economy is distinguished by a special

cooperative relationship called keiretsu which is a close-knit

collaboration of manufacturers, suppliers, distributors and banks.

Japanese business has many relationship-based rather than

productivity-based arrangements, an example being guaranteed

lifelong employment in big corporations.

The Japanese language reflects the hierarchical nature of

Japanese society.Particular vocabulary and forms of verbs not only

indicate the status of the speaker, but also vary between men and

women.

Karaokeis the most widely practiced cultural entertainment

activity.The Japanese do not care about how well a person sings.


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Very few people are embarrassed to sing in front of others.

Public bathing is still a popular way to relax and enjoy time

with family and friends.Onsenis the word for a natural hot spring

bath. Sentois the word for a public bath with regular tap water.

You dont have to tip in Japan.However, be aware that certain bars

and restaurants, may bill you a table charge or what is sometimes

also called otoushi.

Baseball is the most popular spectator sport in Japan.

Sumo is also a popular spectator sport,with an increasing number

of foreigners participating! In 2006, 59 wrestlers were registered as

foreigners, and 19 of those were in the top two divisions.

In Japan, not only do you remove your shoes before entering a

house,you may need to change slippers several times as well. Often,

Japanese people have slippers for the inside of the house, slippers for

the bathroom, and even a pair of slippers for the veranda.

The Japanese are very conscious of age.In Japan, it is not

considered rude to ask how old someone is.

In Japan, being punctual is always important.From business

meetings, to dinners, to parties, one is expected to be on time. There

is no such thing as being fashionably late.

Japan is a country with frequent earthquakes.It is not unusual to


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feel slight tremors several times throughout the year.

Dont be surprised to see some people wearing white surgical

masks in the winter.When Japanese people catch a cold, they

believe it is polite to wear a mask to keep from passing it on to others.

Japanese people love food and the food in Japan is delicious

and inexpensive. Most Japanese people can identify different cities

and prefectures with certain foods they specialize in. For example,

Kagawa Prefecture is famous for their udon noodles, while Okinawa is

famous for their soba noodles.

Japanese ATMs are not open 24 hours.Bank ATMs often close

around 7pm - 9pm on weekdays, sometimes as early as 5pm on

weekends. Convenience store ATMs sometimes dispense cash at all

hours, but often depends on the card.

The Japanese take holidays at the same time,notably Oshougatsu

(New Years holiday, around the first week of January), Golden Week

(end of April beginning of May) and Obon (around the second week

of August). Travel becomes highly congested and twice as expensive

during these holidays.

Japan is largely a cash culture.It is not uncommon for people to

carry $300 to $500 (roughly 30,000 to 50,000yen) cash in their

wallets. Card use is becoming more common at larger stores and


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metropolitan areas.

Even though visiting a new country and starting a business can be

intimidating, it is important to remember that Japan is open to foreign

business. They are accepting of Westerners, especially those who know a

little about the country, the culture, and its business practices.

Offsite Meetings in Tokyo

In Japan, office space is usually limited. For example, where American

offices are roomy with aisles and cubicles to separate employees, the

Japanese often sit side-by-side, with all their desks together in a row.

Meeting space can also be limited. In some situations, a nice option is to

arrange for your business meeting to take place at an offsite location such as

the following:

Academy Hills, 49F Roppongi Hills

A members-only (with one-time passes available) library-like space with

panoramic views and an atrium cafe area suitable for casual business

meetings. Food and drinks available, unrestricted WIFI. English Website

Seattles Best Coffee, Shinjuku

Seattles Best Coffee is the only coffee chain operating in Tokyo that

offers free, unrestricted WIFI. The Shinjuku branch, located in the southern


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part of Shinjuku-ward, is a quiet getaway from the bustle of downtown.

Outlet Locations

Good Luck!

Japan is an interesting and innovative country. While the practices of

negotiation and decision making may be very different than Western

business standards, it is important to remember that Japanese business

people are like any other business person: they just want what is right for

their company. By being aware of the cultural communication style and

etiquette you will be able to approach doing business in Japan with more

knowledge as to what is acceptable and appreciated. Remember its not

essential to be fluent in Japanese, but be prepared to explain your point

creatively and when travelling to your destination in Tokyo, give yourself

plenty of time. Lastly, enjoy the experience of doing business in Japan.

Think of it as an adventure!

Whether you are already doing business in Japan, or considering

starting a business in Japan, check out Kaori-san. Remember, while the

practices of business are different all over the world, the Japanese are open

to starting a business relationship with you. Ejovi Nuwere

http://www.meetkaori.com/

the japanese business handbook

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