Business Manners and Etiquette in Japan

The manners and etiquette that are practiced by Japanese business people are based off Japanese traditional culture, especially from the Edo period (1600-1867). The Edo period was the heyday of the ruling class of the Samurai; characterized by feudalist economy and stringent class division and hierarchy. Thus, Japanese people adopted the greetings and mannerisms of the ruling class, the Samurai.

Probably the most famous Japanese greeting is the bow. When bowing, keep hands at your sides and bow from the waist, low enough to show the back of your neck. This shows the other party your sincerity and lack of hostility. Likewise, the other party will also bow, synchronizing with your movements. This ancient tradition has been passed down and its practice is continued in present-day Japan. Although American's are not expected to bow to Japanese people, doing so will delight Japanese people and make a good impression.

Another famous Japanese point of business etiquette is the exchange of business cards. For the Japanese, exchanging business cards is a necessary ritual to begin business discussions. When receiving business cards from the Japanese, one should place the cards neatly on the table without bending or shuffling the cards. If cards are bent or shuffled it appears to the Japanese that you are playing with their cards and thus disrespecting them. To avoid such miscommunications and poor first impressions, treat the exchange of business cards as a respectful ritual and handle business cards with care.


Quite often, not only in Japan but also in other Asian areas, there are people who do not feel comfortable making eye contact with westerners. Americans are advised to not take that negatively. Most Asians are not used to giving direct eye contact. According to Asian culture, staring at another's eyes is considered rude and an invasion of privacy. Of course, some Asians do not mind eye contact; it is probably because they have been well advised to expect it from Americans. Essentially, American's should not be offended or disturbed by a lack of eye contact, as it does not imply a lack of interest or focus from one's Asian counterpart but merely a cultural difference.

Establishing a rapport with one's Japanese counterparts is essential for productive discussions and negotiations. Quite often, American business people want to get straight to the point after introductions and the business card exchange ritual, which surprises their Japanese counterparts. Of course, the Japanese also want to discuss the core business agenda and issues, but only after they get to know you a little better. It is quite common for the Japanese to talk about irrelevant topics before getting the point, which may frustrate Americans because it takes time to get to the serious business discussions. Doing so will put one's Japanese counterparts at ease by establishing a rapport, which is an important factor in successful business with the Japanese.

By spending time establishing a rapport, the Japanese are better able to read "kuuki", which translates to atmosphere (directly translated: "air") that the Japanese are constantly trying to gauge and feel. If a Japanese person jumps straight to the point without much discussion of irrelevant topics, they are usually perceived as someone who cannot read "kuuki". If a Japanese person cannot read "kuuki", they are not well respected in Japan because they are deaf to this integral and subtle component of Japanese cultural protocol.

-Shintaro Tominaga