Japanese Business People How They Do Not Make Eye Contact

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CARRIE E HUNT COLORADO TECHNICAL UNIVERSITY * Punctuality is a must in all business and social meetings. * Any degree of knowledge of Japanese culture is greatly appreciated. * Japanese may exchange business cards even before they shake hands or bow. Be certain your business card clearly states your rank. This will determine who your negotiating counterpart should be. * Bear in mind that initial negotiations begin with middle managers. Do not attempt to go over their heads to senior management. * It is acceptable to use a Japanese company interpreter in the first meeting. Once negotiations begin, hire your own interpreter. * Both business and personal relationships are hierarchical. Older people have higher status than younger, men higher than women and senior executives higher than junior executives. * It is very important to send a manager of the same rank to meet with a Japanese colleague. Title is very important. * Work is always undertaken as a group. The workgroup is strongly united with no competition; all succeed or all fail. Decision-making is by consensus. Everyone on the work team must be consulted before making decisions. This is a very slow process. * The first meeting may focus on establishing an atmosphere of friendliness, harmony and trust. Business meetings are conducted formally, so leave your humor behind. Always allow ten minutes of polite conversation before beginning business meetings. * It takes several meetings to develop a contract. When the time comes, be content to close a deal with a handshake. Leave the signing of the written contract to later meetings. * Etiquette and harmony are very important. "Saving face" is a key concept. Japanese are anxious to avoid unpleasantness and confrontation. Try to avoid saying "no." Instead, say, "This could be very difficult," allowing colleagues to save
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