Although the world is still devided into different countries and regions it grows together steadily. Companies buy the components and ingredients for their products from suppliers in many different countries to get best quality at lowest costs and sell their products and services to costumers all over the world.
Because of this globalization it gets more and more important to learn and to know the special rules, rituals, and the way of thinking in a differtent culture, if a company wants to do business there. The old saying "When in Rome do as the Romans do" is still valid. The differences exist between all coutries and cultures not only between Europe and Asia. The knowledge about the differences can and will build the first step to a successful relationship.
This paper deals with the Japanese etiquette and ethics in business. What should a foreigner think about when doing business with Japanese business partners? Chapter 1 is about the structure and the peculiarities of Japanese companies. Afterwards general aspects to be taken into consideration are described. The chapters 4 and 5 deal with rules for doing business with the Japanese and with two important rituals in Japanese business culture. The last chapter provides guidelines for successful meetings and negotiations.
Table of Contents
1 Introduction
2 The Japanese Company
3 General Aspects to be Taken into Consideration
3.1 Hierarchy, Status, and Respect
3.2 Communication Style and Conversation
4 Rules for Doing Business in Japan
4.1 Maintaining Surface Harmony
4.2 Concern with Face
4.3 Business Dress
4.4 Forms of Address
4.5 Wining, Dining, and Entertaining
5 Important Rituals
5.1 Exchange of the Business Card
5.2 Gift-Giving and Receiving
6 Meetings and Negotiations
6.1 Language of Business
6.2 Making the Initial Contact
6.3 Punctuality
6.4 Getting Acquainted Before Talking Business
6.5 Making a Presentation
6.6 Determining One's Bargaining Range
6.7 Concession and Decision-Making Behaviour
6.8 The Role of the Contract
Objectives and Topics
This paper examines the etiquette, ethical standards, and cultural nuances required for successful business interactions in Japan. It aims to provide foreign business professionals with a comprehensive guide to navigate the unique rituals and communication styles of the Japanese corporate environment.
- Structure and peculiarities of the Japanese corporate organization.
- Cultural considerations regarding hierarchy, status, and social harmony.
- Business etiquette including proper attire, communication, and formal protocols.
- Essential rituals such as business card exchange and gift-giving.
- Strategic guidelines for conducting effective meetings and negotiations.
Excerpt from the Book
The Japanese Company
For the Japanese it is first of all not the profession which is important, in contrast to Germany for example the Japanese will first tell somebody for which company they work for. They speak of their company and workplace in a possessive way. The Japanese word for company, kaisha (kie-shah), has strong connotations of "community". The identification of Japanese with their employers is in general so strong it prevents them from having contact with other people in their profession, spontaneous relationships are practically out of question. This behaviour makes it difficult to establish business relations with employees of other unknown companies, especially when someone is forced to do business with such "enemies".
Another business practice is that in Japan the person is the most likely one to be promoted who gets along with everybody, is good in maintaining harmony and is flexible. The reason for this practice is that otherwise they are afraid the people will be more concerned about themselves than about fellow workers. Since the employees are likely to spend their whole life with the same co-workers it is not difficult to understand why everybody is not about to disturb the harmony.
Summary of Chapters
1 Introduction: Provides an overview of globalization and sets the objective of understanding Japanese business culture to build successful professional relationships.
2 The Japanese Company: Discusses the structure of Japanese companies, emphasizing the strong sense of community and the preference for long-term internal harmony over individual ambition.
3 General Aspects to be Taken into Consideration: Explores the influence of hierarchy, age, and gender roles on business interactions and highlights indirect communication styles.
4 Rules for Doing Business in Japan: Details practical rules including maintaining harmony, the importance of "face", appropriate dress codes, and formal entertaining protocols.
5 Important Rituals: Examines specific cultural codes such as the exchange of business cards and the etiquettes involved in gift-giving.
6 Meetings and Negotiations: Outlines strategies for successful business negotiations, covering language, contact initiation, presentations, decision-making, and the nature of contracts.
Keywords
Japan, Business Etiquette, Corporate Culture, Kaisha, Communication, Harmony, Face, Negotiation, Rituals, Business Cards, Gift-Giving, Hierarchy, Professionalism
Frequently Asked Questions
What is the primary focus of this paper?
The paper focuses on providing business professionals from other cultures with a fundamental understanding of Japanese business etiquette, ethics, and specific cultural norms required to conduct business successfully in Japan.
Which key areas of Japanese business culture are covered?
Key areas include the structure of Japanese firms, communication styles, formal rules of conduct, essential business rituals like gift-giving, and practical guidelines for negotiation.
What is the main goal of the research?
The primary goal is to minimize cultural barriers and foster successful, long-term business relationships between foreign companies and their Japanese partners by providing actionable knowledge of local business habits.
What methodology is used to present the findings?
The document uses a descriptive approach, synthesizing academic and practical insights about Japanese society and organizational behavior to create a comprehensive guide for foreign negotiators.
What topics are addressed in the main body of the text?
The main body covers organizational structure, the role of hierarchy, non-verbal communication, social protocols like dining and drinking, as well as specific procedures for meetings and signing contracts.
Which keywords characterize this work?
The work is characterized by terms such as Japanese business etiquette, harmony, "face", corporate community, and long-term relationship building.
Why is "maintaining harmony" so critical in Japanese business?
Maintaining harmony is critical because the Japanese philosophy prioritizes the group over the individual; disturbing this harmony disrupts team cohesion, which is seen as essential for company success.
How should a foreigner approach a business gift in Japan?
A foreigner should prepare a thoughtful, high-quality gift and focus heavily on its wrapping and formal presentation, using both hands, while remembering that the relationship is considered more important than the gift itself.
- Quote paper
- Oliver Fendel (Author), 2002, Doing Business with the Japanese!, Munich, GRIN Verlag, https://www.grin.com/document/10402
