Business Culture în Japan

Socializing is necessary in business if you want to build a relationship with someone. A good relationship can help you to do business more easily and it`s more rewarding to deal with people you know than with strangers. A good personal relationship creates a stronger business relationship.

Many business people find socializing more difficult than a business meeting. In a meeting there`s usually a deadline and everyone knows they have to talk business and they have an agenda to guide them. Socializing is hard because people who don`t know each other well have to find topics of mutual interest to talk about.

Japanese business culture is wrongly perceived as the biggest obstacle to starting business in Japan for many foreign companies thinking of entering the Japanese market. Many foreign companies never do start business in Japan (or only enter the Japanese market through a distributor) simply because of the misconception, fueled by those infamous myths of doing business in Japan, that dealing with Japanese business culture is somehow too risky.

Inevitably Japanese business culture is different to that of the US or Europe, but the differences do not make it any more risky to do business in Japan than elsewhere in the world. In fact, certain aspects of Japan's business culture, especially the very stable long-term relationships resulting from the conservative Japanese sense of loyalty to trusted partners, can be very beneficial for those foreign companies that understand how to swim with the cultural tide as opposed to vainly struggling against it.

Preparing for a business meeting requires a working knowledge of the information to be discussed or presented, careful attention to all details on the printed material to be distributed, and perhaps a gift. This gift is a social gesture that may be expected in some countries, and could be considered a bribe in others. Knowing the gift guidelines for the country you’ll be visiting will help make your meeting a success.

Some multi-national companies and some governments have very strict policies regarding their employees accepting gifts. To avoid creating a problem, it’s imperative you learn the policies for the companies you do business with.

In Japan gracious style used to present and receive them. It’s important to plan time and focus on the process.

Selecting and presenting an appropriate business gift

General Guidelines

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 what’s important, frequently the actual gift may be very modest. The selection of the wrapping paper is critical. Do not give anything wrapped in white as it symbolizes death. Do not use bright colors or bows to wrap the gift. It is better to have the hotel or the store wrap the gift to ensure that it is appropriate.

There’s an expectation a gift will be offered at the first meeting, and gifts will continue to be part of your business dealings. Come prepared to that first meeting with a beautifully wrapped, quality gift that’s not extravagant. It’s a gesture that you’re looking forward to a long lasting relationship.

One custom is to reciprocate with a gift that’s half the value of a gift received. If your gift is too expensive, it could create an awkward situation, even at half the value.

Don’t be surprised however, especially if you’re a high level executive, to receive a lavish gift. The Japanese executive will consider your status and the business relationship when selecting your gift.

It is a mistake to give the same gift to two or more Japanese of unequal rank. People will also take offense if you are in the presence of a group of people and give a gift to one person, but fail to give one to the others who are present.

If you have a gift to present, don’t pop up at the end of the meeting with it. You don’t want to surprise your Japanese associate. The proper procedure is to tell him or her sometime during the meeting that you have a small gift, or gifts, you’ll want to present at the end of the meeting. This verbal cue respects the protocol, and allows the opportunity to make arrangements for any additional people who may need to come into the meeting for the presentation. When you offer your gift, hold it in both hands and bow, saying words that let the person know, ‘this gift is insignificant in comparison to the importance of the relationship’. Saying it’s “a small thing”, even if the gift is expensive, conveys this sentiment. The Japanese will politely refuse a gift once or twice before accepting it. And it will not be opened in your presence. When a gift is offered to you, follow this same ceremony. Politely refuse once or twice, and then accept it with both hands, saving it to open later.

In addition to gifts being routinely given for various occasions or meetings, there are two ‘gift giving’ seasons each year. One is mid-summer (O-Chugen) and the other at the end of the year (O-Seibo). A gift should be given during each of these seasons.

Gifts are opened in private, because if the gift turns out to be a poor choice, “loss of face” will result. Also, if several gifts are presented to people of different status, opening them privately prevents any possible comparisons.

Appreciated Gifts

Good gift ideas include foreign, prestigious name-brand items; imported scotch, cognac, bourbon, brandy or fine wines [top-quality brands only]; frozen steaks; gourmet foodstuffs, fresh fruit; electronic toys [if children are on your gift-list]; cuff links; pen and pencil sets; something that reflects the interests and tastes of the recipient; a simple commemorative photograph [i.e.,taken from a gathering that the recipient attended]. A gift with a pair of items is considered lucky

Gifts to Avoid

Lilies, lotus blossoms, and camellias are associated with funerals. White flowers of any kind should be avoided. There is also a superstition that potted plants encourage sickness.

Giving four or nine of anything is considered unlucky. The number 4 means death.

Red Christmas cards should be avoided, since funeral notices are customarily printed in this colour.

Books aren’t appropriate; and sharp objects like knives, scissors, and letter openers symbolize ‘severing a relationship’.

Rather than looking at the ceremony and symbolism as obstacles, learn about them so you’re comfortable. Then this wonderful tradition of exchanging gifts will add to the enjoyment of your business relationships.

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