Business in The Japanese Manner
Filipino entrepreneurs always look for Japanese as pioneers in the art of doing good business. Along with the Chinese, Japanese are known to be frugal, honest and hardworking. This is a list of approaches on how Japanese deal their businesses. Read on and learn …
Don’t be quick to shake a Japanese businessman’s hand. The Japanese avoid touching business acquaintances in general. Slapping a client on the back to close a deal is a definite no-no, but if a Japanese executive extends his hand, a handshake is proper.
To show willingness to respect cultural differences, tack the honorific suffix “-san” onto surnames. Mr. Toyota becomes Toyota-san. Mr. Berones becomes Berones-san. Drop the “Mr.” for it will be redundant. Using first names is impolite.
Once the greeting is over, never forget the all important business card. Most businessmen grab the card and with little more than a glance, stick it in their pocket of their suit. The Japanese study the print carefully and check the back for more. They present, not hand you, their card with the print facing you. A short bow may accompany the presentation.
Now that its time to get down to business, don’t sit down yet. At a long conference table, rather than mixing the seating as do many non-Japanese companies, the Japanese will sit on one side, the non-japanese on the other. The top executive will be sitting in the middle.This is where the business card you are still holding comes in handy. Place the cards down on the table in the same order that the Japanese businessmen facing you are sitting.
Speak slowly and stick to the facts. Slick presentations are not impressive. Favorite words and phrases include “quality”,”teamwork”,”honor”, “harmony”,”no problem” and “other options”.In conversation, learn to accept silence of 30 or more seconds. The Japanese are digesting what has been said and developing questions. Silent moments in conversation are not embarrassing.
The ultimate compliment is inviting a Japanese businessman to your home. Or try the golf course. Japanese are avid golfers and are apt to continue negotiations over a friendly game.
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