DOING BUSINESS WITH JAPANESE

Three of the most important characteristics of Japanese culture are harmony, humbleness and hospitality. Nearly everything in Japanese life revolves around these and they strive to maintain it this way. Actually, Japanese can take offence of arrogant or overconfident behaviors because they are never confronting or complaining. All this is due to influences from three main religions: Buddhism, Shintoism and Confucianism.

INTRODUCTIONS
Japanese rate personal relationship very high and without establishing and maintaining appropriate relationships, most doors will be locked.

Always use an introductory contact when dealing with Japanese to avoid being rude and make sure the intermediary is well briefed on the accomplishments of your company. The intermediary can sing your praises as well, self promotion doesn't work. So never boost or brag about yourself. Japanese want to get a feeling about you and your company before associating and they follow their gut feeling rather than logical rationalization.

They need to perceive loyalty. Like in most Asian communities, priority is given to connections rather than transparency or auditing. Decision making is centralized and corporate direction is often determined by opportunity.  Never address a person by his first name, always use the person's surname followed by the honorific -san for either sex or -sensei if talking to a doctor or a teacher.

BUSINESS CARDS
Business cards (meishi) are a must to be given out to every person you meet, always carry some in your pocket. A few hand-written words on a business card can serve as a convenient introduction. When you receive one, use both hands and read it carefully to show respect.

BOWING
One of the most common things you will notice in Japan is bowing. It is such an automatic act for the Japanese that sometime they do it even when talking on the phone! Bowing is used in introducing someone, in showing sympathy or gratitude, in apologizing as well as in showing agreement or acknowledgement.

The formal bow used in business is a 30degree bend held for a few seconds, but there are various kinds of other bows. It is also important that while you are bowing you do not look at the person you are bowing to. Instead, you should keep looking at the floor. It is considered very rude to look at the person while you are bowing.

HIERARCHIES AND NEGOTIATION PROCESS
Remember that hierarchy is very important and when introducing people from your company, always start from the higher in rank. However, the first contact between organizations is usually made by the person at lower rank.

This means that in negotiations between business organizations, the respective lower rank employees contact each other first, before the negotiation between higher rank employees begins.  The two major business centers in Japan are Tokyo and Osaka.  Be aware that dealing with the government may be difficult from time to time because government bodies' decision making can be very slow. It is better to use an intermediary in networking with the government.

COMMUNICATION
Japanese do not trust smooth talk or people who talk too much.  In most cases, Japanese do not get to the point straight and tend to beat about the bush.  Getting straight to the point can be considered impolite unless the person you are talking to prefers to do so. Be indirect and aware of miscommunication.

Most of the time, you have to expect  some difficulties in English communication, even if there are at least a couple of employees in any office who know basic English. Be particularly aware the word yes (hai) should be interpreted as "that's right" and the word no (iie) as "that's wrong", otherwise negative questions can be a real problem. "Iie "can also mean "don't mention it" in reply to an apology for being late, thank you for something or when receiving compliments.

Remember that the Japanese write dates starting with the year, therefore the order is: year/month/day. Avoid jokes or unserious behaviors, they can be offensive. Control emotions and facial expressions, it is a sign of strength. Japanese are very formal and controlled. A few gestures of Western societies can be seen as disrespectful, like crossing the legs too widely, keeping eye contact for long and wearing untidy clothing.

Some small talk about the weather, children and education as well as the Japanese country is well appreciated. Humor and jokes may enhance the communication; however, they should be delivered in appropriate timing so that they would not be offensive. Generally speaking, you should spend some time to get to know each other before start joking.

GIFT GIVING
Gift giving is an important part of Japanese culture and gifts are widely accepted in business meetings, when asking favours or even to apologize.

Choose good brand gifts such as sport items or desk accessories. Giving flowers is not advisable, there are so many rules about flower giving. Remember that even numbers are considered unlucky, especially the number four (it means death) and so are sharp object and bear in mind that in Japan is considered rude to open a present in front of guests. Japanese write thank-you cards or letters when receiving presents.

JAPANESE IN AUSTRALIA
The first Japanese settlers in Australia started in the pearling and sugar industries.  At the end of World War II most of the Japanese living in Australia were deported to Japan and they were only allowed to re-entry after the lifting of the " White Australia Policy". They are a relatively small group of migrants.