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How to negotiate successfully in Japan
Japan
Remember that...
Business cards (meishi) are a key factor. These are exchanged at the beginning of the meeting and it is considered impolite not to offer them. You should give your card with both hands and with each thumb holding a corner of the card on the side written in Japanese. During all the meeting the cards must be on the table. You must not write on them.
Negotiation tips
  • Time is absolutely rigid. Meetings begin and end on the dot. Even if you have not finished discussing an item, the meeting will finish all the same. This is because Japanese executives usually have a very full business diary.
  • The Japanese appreciate information. Presentations must contain lots of detail, figures, technical data, etc. All the numerical data that you present must be accurate; otherwise they will quickly detect the mistakes.
  • In most negotiations there is one person in the Japanese negotiating team who takes the initiative. It is usually a middle manager, who knows the market and competitors well and who studies the negotiations of prices and figures in depth. Once he has been identified, you should establish a good relationship with him.
Etiquette tips
  • The business culture is very formal. People are addressed by Mr or Mrs followed by their surnames. When you know the person you can use the suffix san –meaning Mr– after the surname. For example, Obuchi-san (Mr Obuchi). You must never use first names.
Country Guide
How to negotiate successfully in Japan
provides information about:
  • Key facts
  • Businness environment
  • Negotiation strategies
  • Etiquette
  • Business culture
  • Useful words and phrases
  • Internet information
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More than 50 Tips about Strategies on Negotiation, Etiquette and Business Culture.
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