Cultural briefing: Asian markets

Résumé du document

Japanese business culture is wrongly perceived as the biggest obstacle to starting business in Japan for many foreign companies thinking of entering the Japanese market. Many foreign companies never do start business in Japan (or only enter the Japanese market through a distributor) simply because of the misconception, fueled by those infamous myths of doing business in Japan, that dealing with Japanese business culture is somehow too risky. Fortunately, Japanese business culture is not an impenetrable barrier to successful business in Japan, as proven by the very substantial Japanese market share enjoyed by Yahoo!, BMW, Mercedes-Benz, Chanel, Louis Vuitton, Tiffany & Co. and many others. Inevitably Japanese business culture is different than that of the US or Europe, but the differences do not make it any more risky to do business in Japan than elsewhere in the world. In fact, certain aspects of Japan's business culture, especially the very stable long-term relationships resulting from the conservative Japanese sense of loyalty to trusted partners, can be very beneficial for those foreign companies that understand how to swim with the cultural tide as opposed to vainly struggling against it.

Extraits

[...] It doesn't matter if you can't carry a tune, but remaining gracious and co-operative is essential. Women guests are not welcome at geisha houses and Sumo wrestling rings. If you would like to propose a toast, the standard term is (kahm- pie), which is the equivalent of “Cheers.” Then, your companions will repeat your toast and clink glasses before taking a sip of sake, whiskey or beer. Traditionally, the host takes the first sip. If a toast is proposed to you, ensure that you reciprocate with a toast of your own. [...]

[...] This "furthest from the door" approach also applies in most other situations, including restaurants, bars, taxis etc. Within your own office life can be somewhat more relaxed although a certain amount of ceremony, involving lots of bowing and scurrying around, will be observed when senior managers are present. Generally though a nod of recognition is fine for those you work with, perhaps together with a comment on the weather or a similar subject. On arriving at your office in the morning a loudly spoken "ohaiyo gozaimasu" or "Good morning" should suffice with an equally loud "osaki ni shitsure shimasu" (literally "excuse my rudeness for leaving before you") when you leave at the end of the day. [...]

[...] When invited to a dinner party in a home, you may be expected sit cross-legged or with your legs to the side, around a low table with the family. Additionally, a backrest may be offered. Although meals tend to be long, an evening in a home usually ends relatively early, around 11:00 p.m. Customarily, the highest-ranking person hosting a meal sits at the center of the table. The most important guest will be seated to the host's immediate right. The important guest will be seated near the entrance or door. Customarily, the host is the first to begin eating. [...]

[...] Japanese business culture is wrongly perceived as the biggest obstacle to starting business in Japan for many foreign companies thinking of entering the Japanese market. Many foreign companies never do start business in Japan (or only enter the Japanese market through a distributor) simply because of the misconception, fueled by those infamous myths of doing business in Japan, that dealing with Japanese business culture is somehow too risky. Fortunately, Japanese business culture is not an impenetrable barrier to successful business in Japan, as proven by the very substantial Japanese market share enjoyed by Yahoo!, BMW, Mercedes-Benz, Chanel, Louis Vuitton, Tiffany & Co. [...]

[...] Try to get a confirmed date when you can expect to receive an answer and make it clear what you are hoping to achieve, while still respecting the integrity of the other party. The final point to be aware of is the perennial worry that both Japanese and foreigners have when they meet - should one bow or shake hands!! It is not uncommon for a Japanese company to require all it's new employees to go through a rigorous training to ensure that they know to what angle they should to, to whom and in what situation. No one will expect you to understand to that level. [...]