As with other Asian societies, the concept of ‘face’ is very important. This means having status and dignity amongst one’s peers. Many Japanese people will not refuse a request outright, but will say that the request is under consideration in order to save ‘face’.
Harmonious living is also very important. Many people read body language to interpret what you really mean so these non-verbal cues are crucial. Status and seniority are revered, so you may find that negotiations only include the most senior members of your team.
The traditional form of greeting is the bow, but no one expects foreigners to understand this complex ritual, so a small bow of the head will be fine. Gift giving and eating are both highly ritualised and you must be careful not to offend your host or do something that is symbolically bad luck. However, Japanese people will tolerate etiquette mistakes by foreigners as long as respect is shown at all times.
Women and men should dress conservatively for business meetings. Negotiations will not be rushed, but it is vital that you read the non-verbal signs because Japanese people find it difficult to say ‘no’. Business cards will be exchanged with great ceremony and a small bow.
