Understanding Japan’s business culture is essential when targeting the country’s B2B market.
Navigating local customs, business attitudes, and communication styles will help ensure smooth and respectful business relationships. Here’s an overview of key aspects to consider when working with Japanese partners.
Business Attitudes In Japan
Japan follows a vertical business structure. Decisions often come from upper management, which may cause delays. You might find yourself presenting to senior managers you’ve never met to gain approval.
Problem-solving also follows this hierarchy. Your primary contact may not handle issues directly, meaning you’ll need patience while decisions work their way through the chain of command.
Building trust is essential. Japanese partners need to feel confident you understand their needs. Make a strong first impression, as starting on the wrong foot can hurt the relationship before it begins.
Communication Styles In Japan
English proficiency in Japan remains low, so interpreters are commonly used in business meetings. It’s beneficial to have a Japanese speaker present to ensure smooth communication.
Expect pauses during conversations. These are not awkward silences but moments for your Japanese counterparts to reflect. Be patient and avoid interrupting. Politeness is also shown through body language, such as nodding to indicate understanding.
Tone is critical in Japan. Whether speaking directly or through an interpreter, formality and respect for hierarchy are vital. Written communication should also reflect this, and documents in Japanese or bilingual formats are appreciated. Surprisingly, fax is still in use, so you might be asked for a fax number.
Meeting Etiquette In Japan
Bowing is customary in Japan. If unsure how to bow, follow your counterpart’s lead. For online meetings, a subtle bow of the head is appropriate.
Being on time is essential. Arriving early to meetings demonstrates respect.
Japanese companies still value physical business cards. If you’re meeting in person, ensure everyone on your team has cards to exchange. Also, large meetings may include participants who only observe, which is entirely normal in Japan.
Presentation Methods In Japan
Japanese professionals appreciate succinct presentations, so consider creating a summary slide. Presentations are often expected to be in Japanese, so be prepared.
Be mindful of colors. Red, despite being on Japan’s flag, carries negative connotations, so it’s best to avoid using it in presentations.
Marketing Restrictions And Regulations In Japan
Opening accounts on Japanese platforms as a foreign company can involve extra steps. Requirements vary depending on the platform and industry, so make sure to research what is needed ahead of time.