We all know that culture is no more inconsequential to cross cultural negotiation.

It is about more than just how foreigners close deals and it involves all the factors that
can influence the proceedings.
For example, we have all heard about the ancient Japanese culture which has
evolved within the geographical boundaries of an island and has produced a modern day
society with unique values, traditions and customs. Therefore, doing business in Japan
necessitates preparing and most of all, understanding areas such as business culture,
business etiquette and meeting protocol.
First of all, we should know that HARMONY is the key value in Japanese society
(and when I say „society” I mean family, business settings and society as a whole) and
the need for harmonious relationships between people is reflected in people’s behaviour:

●The Japanese place emphasis on politeness, personal responsibility and working together for
the universal rather than the individual wellness;
●Facts that might be disagreeable are presented in a gentle and indirect way
●HARMONY=the crucial ingredient for working productively;

In terms of negotiation:
●Vagueness in discussion is considered a virtue;
●Decissions are made by involving others, listening to their views until a consensus is
reached;
●Japanese prefer arrangements based on sincerity and goodwill;
●The negotiation process is longer than in the West and it usually continues after the final
agreement(contracts are viewed as more of a preliminary stage)

Meeting Etiquette

● Greetings in Japan are very formal and ritualized.

● It is important to show the correct amount of respect to someone, based upon their status
relative to your own.

● If at all possible, wait to be introduced; it can be seen as impolite to introduce yourself,

even in a large gathering

● The main form of greeting in Japan is the bow rather than the hand-shake. How far you bow
depends upon your relationship to the other person as well as the situation; the deeper you
bow, the more respect you show.

Appointment

● When arranging a business appointment, making a personal call will be more effective than
sending a letter and seen as good manners.

● Punctuality is essential in Japan; lateness is as sign of disrespect. Arriving 5 minutes prior

to an appointment is good practice.

● Business in Japan cannot begin until the exchange of business cards has been completed. It
is recommended that you use both hands to present your card, which should be printed in both
languages.
●On receiving your counterpart's business card, examin it carefully before placing it on the
table. It is important to deal with another's business card with care.

Public behaviour

● Due to the influence of Confucianism, it is important to show greater respect to the eldest
members in the Japanese business culture. Age and rank are strongly connected, however a
change in today's business climate would be that educational background and ability are often
considered over age.

Name or title

● The Japanese rarely address to each other just by name, and usually attach an appropriate
title to the name. There is a large number of such titles depending on the gender and social
position of the person you are addressing.

●The most relevant to our situatin is „sama”: (for example Sato-sama): this is a more polite
form of san (which is the most neutral and famous title), commonly used in formal situations
and letters, but too polite in a casual context.

Gift Giving

● In Japan and China gift-giving is an integral part of business protocol; in Japan gift giving is
an art form, representing friendship, respect, and gratitude. The ceremony is important; the
gift is always in a gift box, or beautifully wrapped in quality paper, and given with great
respect. Because the symbolism is very important, frequently the actual gift may be very
modest.

● A gift with a pair of items is considered lucky, but sets of four or nine are unlucky. The
number 4 also means death and the color red is associated with funerals, so giving a pen with
red ink, or writing out a card using red is not recommended. Books are not appropriate and
sharp objects like knives, scissors, and letter openers symbolize „severing a relationship”.

Business dress

● Those who dress according to their status or position impress the Japanese. „Dress to
impress!”

● Men should wear dark conservative attire. Business suits are most suitable.

● Casual dress is never appropriate in a business setting.

● Shoes should be easy to remove, as it will be done often.

● Women’s dress should be conservative. Little emphasis should be placed on accessories.

They should be minimal.
● Women should not wear pants in a business situation. Japanese men tend to find it offensive
and they should only wear low-heeled shoes to avoid towering over men.

Entertaining

●The word for toasting is „kampai”, pronounced 'kahm-pie'. When toasting, the glass is never
left unfilled. Drinking is an important part of Japanese culture. It is a way to relieve business
stress.

● Never pour a drink yourself; always allow someone else to do it for you.

● Most business entertaining is done in restaurants or bars after business hours. Often in
karaoke or "hostess bars."

● Japanese rarely entertain at home. If you are invited to the home of your Japanese host,
consider it a great honor and display a tremendous amount of appreciation.

● If you are invited to a social event, punctuality is not expected. It is the custom to be
"fashionably late."

● If you do take your host out insist upon paying. They will prefer that you choose a Western-
style restaurant when entertaining them.

● It is perfectly acceptable to slurp your noodles. Doing so will exhibit your enjoyment of
your food. To do otherwise, indicates that your meal was not a pleasant one.