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					Doing Business in Japan




       Greg Baker                    Ben Mabee
       Hedy Donnelly                 Saud Madani
       Suzanne Dutoit                Stephanie Marmor
       Ayut Hongsongkeat             Eric Yap
       Japan Training Presentation
           February 13, 2007
    Agenda
•   Greetings
•   Meishi (Business Cards)
•   Business Luncheon Etiquette
•   Establishing Credibility
•   Negotiations and Decision-making
•   Business Socializing
•   Social Etiquette
•   Q&A
        Japan Training Presentation
            February 13, 2007
Greetings (goaisatsu ご挨拶)

•   Bowing (Formal)
     •   Business Setting
     •   Restaurant
•   Nodding (Informal)
     •   On the Street
•   Gifts



            Japan Training Presentation
                February 13, 2007
Meishi (名刺 - Business Cards)
• Visiting Side Begins the Exchange
• Hand Your Card Over
   – Japanese Side Face Up So They Can Read It
   – With Both Hands
   – With a Slight Bow
• Accept Theirs With Both Hands
   – Study the Card for Information (Name, Company,
     Position, etc.)
   – Place on the Table in Front of You or in Business Card
     Holder (Not in Back Pocket!)
• Do Not Write on Or Play With Their Card
• Take All Cards You Receive With You!


                    Japan Training Presentation
                        February 13, 2007
  Business Luncheon
• Seating arrangement
• Topics of conversation
• Exiting the room




           Japan Training Presentation
               February 13, 2007
Business Luncheon Etiquette
• Seating arrangement
  – Guest sits on far side of room
  – Host sits nearest the entrance
  – Highest ranking guest occupies the most central
    seat
  – Highest ranking host sits directly across from
    highest ranking guest
• Topics of conversation
  – No such thing as a real “working” lunch or dinner
  – Purpose is to build relationships, not to do
    business
• Exiting the room
  – Guest must not turn their back to the host

             Japan Training Presentation
                 February 13, 2007
       Establishing Credibility
• Emphasize the importance of “we” instead of “I.”
• Announce your excitement about working as a
team, and as a part of their group.
• When speaking about yourself, be humble and
downplay your accomplishments.
• Show interest in the employees, and initiate
conversation that allows them to lead the
conversation.
• Dress conservatively, wearing neutral colors (i.e.
dark colors, navy blue) so you do not stand out.




                Japan Training Presentation
                    February 13, 2007
    Japanese Negotiating Style
• Initially quiet, then ask questions
• Do not “lay it all out” like Western
  counterparts
• Conduct frequent side meetings
• Often consult senior managers not
  attending the meeting
• Less worried about deadlines
• React negatively to aggressive tactics

              Japan Training Presentation
                  February 13, 2007
    Ways to Avoid Saying “No”
•   Silence
•   “Yes, but…”
•   Exiting the Room
•   Criticizing the question
•   Counter question
•   Delaying response (“we will follow up
    with a letter”)
            Source: Yumi Adachi, “Sixteen Ways the
            Japanese avoid saying No”, in Business
            Negotiations Between the Americans and the
            Japanese (1997)

               Japan Training Presentation
                   February 13, 2007
Japanese Decision Making
• Importance of Middle Management
  – Nemawashi (ねまわし)
     • Individual group discussion
     • Tally the discussion points
     • Present it to the board
  – Consensus building
• Management does not make quick
  decisions
• Decisions rarely reached during meetings

           Japan Training Presentation
               February 13, 2007
Negotiating Tips
• Be aware of seniority and group dynamics
• Do not feel need to always talk
• Do not show favoritism to individuals
   – Common Mistake: Fixating on most fluent
     English speaker
• Avoid pressure tactics
• Invest time in relationship building, be
  prepared to make multiple trips
   – Common Mistake: Rushing to decision because
     of travel schedule

           Japan Training Presentation
               February 13, 2007
Nuances of Business Socializing
   • Who decides where to go and what is
     ordered (role of seniority)
   • How to politely decline
   • Bill-paying dynamics
   • Female employee dynamics




           Japan Training Presentation
               February 13, 2007
       Social Etiquette
• Home/Dining Invitation
  – Dress formally if the host does not say
  “dress casually”
  – Take off shoes when walking into a
  Japanese house
  – Do not cross chopsticks when putting
  them together on a chopstick rest
  – Do not pour beer/sake for yourself


            Japan Training Presentation
                February 13, 2007
 Social Etiquette (cont’d)
• Giving gifts
  – Wrapping style may be more
  important than the gift itself
  – Do not open gifts immediately
  – No potted plant because it is
  considered “illness”
  – The number of gifts should not be
  4 or 9 (unlucky numbers)


            Japan Training Presentation
                February 13, 2007
   Social Etiquette (cont’d)
• Others (but important to know!)
  – No tipping: Insistence on giving
  tips is considered rude
  – It is rude to stand with your hands
  in your pockets or with folded arms
  – Actions speak louder than words




              Japan Training Presentation
                  February 13, 2007
Q&A
                     We would be happy
                     to answer your
                     questions at this time!




      Japan Training Presentation
          February 13, 2007

				
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