Exchange business cards at the beginning of the meeting
Japan is the second-largest economy in the world and provides excellent growth opportunities for Western companies. Many Westerners are unfamiliar with Japanese cultural practices, and may inadvertently sabotage business relations with inappropriate behavior. Observing proper Japanese business etiquette will show that you respect your Japanese counterparts, and could mean the difference between success and failure.
Appearance
Both men and women should wear conservative business suits in black, gray or navy and should wear minimal accessories. Wear slip-on dress shoes, as you will probably be removing them often. Avoid bright colors, loud patterns and anything tight or revealing. Women should wear skirts rather than pants, neutral hosiery and low-heeled shoes.
Communication
Japanese business professionals respect people who are humble and show willingness to compromise. Avoid confrontation, abrasive language and openly disagreeing with your Japanese counterparts. Be prepared to answer direct personal questions, as the Japanese value honesty. When introduced, use a person's first and last name followed by the word "san", which is equivalent to Mr. or Ms. Do not address people by first names or request that they use your first name.
Business Cards
Print business cards, called "meishi" in Japanese, with English text on one side and the same information in Japanese on the reverse. Exchange business cards at the beginning of the meeting. Hand over business cards with the Japanese side facing up and toward the receiver, using both hands and giving a slight bow. When given a business card, take a moment to read it before putting it away.
Language
Most Japanese business people speak English fluently, but will appreciate your efforts to use a few Japanese words and phrases. The word used when toasting is "kampai". The Japanese term for "excuse me" is "sumimasen". Use "domo" (please) and "arigato gozaimashita" (thank you very much) frequently. Bringing a Japanese interpreter to meetings will show that you respect your Japanese counterparts and that you are willing to put forth extra effort.
Gift Giving
Gift giving is very important in business relations. Gifts should never be a surprise--let the recipient know that you will be giving a gift, and present the gift at the end of the meeting. The gift wrapping is as important as the gift itself, and can have subtle cultural significance. It is advisable to have the store or hotel wrap a gift for you. Appropriate gifts include fruit, brandy, whiskey, high-quality wine and top-choice beef.
