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Business Culture in Japan

Find out about business culture, protocol, customs and business etiquette in Japan. Learn about doing successful business in Japan, marketing, corporate structure, negotiating, establishing connections and finding your partner. Receive latest information on Japan business organization, manners, building relationship, correspondence and traditions. Get practical tips on meeting protocol, business entertainment, communication, social customs and much more.

Building Successful Relationships with the Japanese

Building a long-term personal relationship is a priority of most Japanese firms. It may be possible to sell a great product without the relationship. However, your business association with the Japanese company will likely fade away as soon as something new and better comes along. The only way to circumvent this situation is to build the relationship and it should be done before you make your first sale. Business entertainment is the medium where the relationship is formed. Even if you are the seller, most Japanese companies will treat you as their guest and host the entertainment. This situation can be unsettling to Americans who do not understand why the buyer is treating them to fancy dinners and inviting them to exotic night clubs. This is simply the Japanese company's way of establishing a good relationship with their supplier. ... » » » MORE

When visiting Japan, you will very likely be invited to a traditional Japanese restaurant or a tea ceremony. This information will help you be prepared for such an event. Upon arriving at the restaurant, you will be greeted by a kimono-clad lady who will bow politely to you. You don't have to reciprocate. Just a slight nod will show that you are pleased with the greeting . When taking your place at the table, don't show any disappointment when you enter a small empty room, with a low table surrounded by pillows. This is probably an expensive traditional restaurant, and it's likely your hosts went through a lot of trouble to secure reservations. Show how delighted you are to have an opportunity to dine in such a stylish Japanese atmosphere. If the floor is covered with "tatami" mats, you must take your shoes off before stepping inside. ... » » » MORE

Understanding Decision-making Process in Japan

The decision-making process tends to concentrated in middle management. This differs from the American system, where senior management makes most of the decisions. When the decision will have a major impact and/or involve a foreign company top management of the Japanese company will usually be involved. Decision-making is participative, and involves obtaining a consensus from all those who will be affected by the action. That does not mean that a collective decision is made; all it means is that everyone is required to voice his opinion about a problem so that it can be clearly identified. There is a finality to an American decision. When word gets around that top management has made a decision, there is little that the lower echelons can do about it. ... » » » MORE

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