Dealing with Japan: Some

points you need to know

Doing business in Japan can result in some puzzling and frustrating situations. In addition, there are some formalities an understanding of which will make negotiations smoother and easier for all concerned. The use of name cards, the aisatsu or “get-acquainted” call, standards of dress and social events, along with the formidable language barrier and slow-paced negotiations, may present problems. Attention to some points can make a venture easier; • Imitating Japanese customs beyond such obvious ones as using business cards is largely a matter of skill in assimilating or learning customs, and the reactions of individual Japanese businessmen. It is as well to develop a sensitivity to Japanese reactions and assimilate only so many of the Japanese business customs as can be handled

smoothly. Standards of dress and behaviour need only be those which are considered good form in the visitor’s home country. Business cards should be used whenever a new contact is made, and the card should on no account be upside down when presented. Exchanging calling cards is very important, so cards should be exchanged one at a time with some care, • Every opportunity should be taken for face-to-face contact. For matters of some importance a major official of the company concerned should call on his Japanese counter part first. Introductions from mutual acquaintances or business contacts, or from the visitor’s em bassy, are generally most helpful, • The use of the Japanese language for greetings or special terms may help things to go smoothly. However, insistence on

using not-so-good Japanese can be a hindrance. Japanese should be used in negotiations only where the visi tor is very experienced in the language. The use of interpreters is almost imperative. When using in terpreters, give them time to familiarise themselves with the specialised vocabulary which will be used. • It is advisable to be patient about the apparent slowness of negotiations. One of the organisa tional features of the Japanese way of doing business is ringi a system where the final decision is a consen sus of most individuals in the firm who have an interest in the subject.

Don’t expect negotiations to be con cluded in a week or two. Depending on the importance of the matter, negotiations could continue for several months. However, once a decision is reached, implementation will be fast. • During talks it is as well to remember that the Japanese occa sionally find it difficult to say “no” outright to a proposal. Ask directly for opinions, and say clearly that frank opinions are required so that later disharmony may be avoided.

“Yes” also creates a problem. In English, the answer to the negative question is the same as the positive question; for example, “Don’t you want to go?” “No, I don’t”. But in Japan the original statement is con firmed “Yes, I don’t”. To add to the confusion, hai, the Japanese for “yes” does not necessarily mean agreement. It simply means that the other person understood what was said, not that he agrees or disagrees. • The typical social event for Japanese businessmen consists of an evening at a restaurant and bar or cabaret. Very rarely are business as sociates invited to a Japanese home.

In Japan, the wife plays little or no role in most business entertaining.

Wives do not accompany their hus bands to entertain foreign guests.

However, they may accompany visi tors on shopping and sight-seeing trips. It is perfectly acceptable for foreign businessmen to invite wives to accompany their husbands for a visit; but when the wife does not come, this should not be taken as an insult. In addition, it is perfectly ac-

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ceptable for foreign businessmen’s wives to accompany their husbands, provided the invitation has been ex tended. However, Japanese wives will not usually attend.

Although Christmas is usually a work day in Japan, at New Year bus iness generally closes from Decern ber 29 to January 3. Business also closes during Golden Week (April 29 to May 5). August is the tradi tional vacation month. Some offices may even close completely for a week or so during that time for a company-wide summer vacation, Another difficult period for doing business in Japan is during the semi annual accounting periods at the end of March and September.

Some of the main ministries and business organisations the visiting businessman may wish to visit are

the Ministry of International Trade and Industry (1-3-1, Kasumigaseki, Chiyoda-ku, Tokyo); Ministry of Finance (3-1 -1 , Kasumigaseki, Chiyoda-ku, Tokyo); Ministry of Labour (1-3-1, Otamachi, Chiyoda ku, Tokyo); Japan External Trade Organisation (2, Akasaka Aoi-cho, Minato-ku, Tokyo); Keidanren, the Federation of Economic Organisa tions, a loose association of about 900 corporations and associations; Nikkeiren, the Japan Federation of Employers’ Associations, a broadly based organisation of employers, representing about 26 000 corpora tions; Nissho, the Japan Chamber of Commerce and Industry, mainly made up of small businesses; Keizai Doyukai, the Japan Committee for Economic Development; and Nihon Boeki Kai, the Japan Foreign Trade Council, one of the largest private policy-making groups.