Avoiding the pitfalls
A few weeks ago we were discussing the benefits and drawbacks to working with Japanese and foreign companies in Japan. This time, I have provided you with some crucial tips for surviving in the Japanese business world. Sooner or later you will end up in direct contact with Japanese business customs. Hopefully, with these guidelines you will be able to steer clear of the biggest pitfalls and maybe even score a few extra points along the way.
So here they are, this week‘s top 5 pieces of advice when conducting business in Japan.
1. If you are gifted enough to call yourself perfectly bilingual, you might not face too many problems with this one. However, if you are speaking in English to a mostly Japanese audience, do not forget that the purpose of your speech is to be understood. There is no point in giving lengthy, well-composed and occasionally humorous speeches if your audience cannot understand them. Therefore, pay attention to your listeners and if necessary, adjust your presentation to their listening ability.
2. This might come across as somewhat tedious but to boost the level of comprehension in the room during any talks or presentations, prepare a typed out versions of your speech. This will immediately increase your audience’s understanding , as well as provide your listeners with somthing to take home to remeber you and your presentaiton. I have attended Japanese presentations and some provide printed out copies of the Power Point slides, which is possibly a step too far...
3. Posture, posture, posture! You might feel as if you‘ve been thrown back in time to family dinners as a kid, but the way you sit at tables during meetings actually has a big effect on the way your Japanese partners perceive you. Do not cross your legs while sitting in chairs. Something that old lady on the train might have already made you aware of. Most importantly, sit straight and look attentive.
4. Two very important points on communication with Japanese partners. First of all, repeated use of the word “hai“ does not imply that the listener is agreeing with what you are saying. He or she is simply showing you that they are listening to what you have to say. On that note, lack of use of the word "iie" in turn does not mean that your audience does not disagree with you. It is simply a Japanese mannerism to avoid the strong “no“ and instead to prefer to say things are “muzukashii," which means difficult. Secondly, do not mistake periods of silence as awkward or bad communication. In most cases, your partner is simply contemplating on what he or she has just heard. Therefore, try to avoid to overplay these silences with small talk or random comments.
5. Last but not least, and this is pretty much a given when in Japan: get that business card machine rolling! You‘ll need them anywhere you go when on business. Hand them over with both hands and don‘t forget to use the reverse side as a Japanese version. If you want to really blend in, buy a card case as well. As you might have realized by now, looks go a long way in Japan, and so does your personal presentation during business meetings. These usually start with your business card.
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