Doing business in Japan

Japan is one of the largest markets in the world and British companies have been doing business there for years. The country offers many opportunities in the area of product development and service provision. The Japanese business world is very different to the British one, however, so we have set out a few tips for success there.

Getting to know each other

Japanese entrepreneurs are more inclined to do business with people they already know or who have been introduced by someone they know. It is therefore a good idea to take someone who is known there along with you for an appointment with a company. Once you have established contact with a business partner, invest some time in developing the relationship. Communication will become more relaxed and things will go faster.
You are expected to be early for business meetings. Five or ten minutes beforehand is the rule rather than the exception.
The exchange of business cards is extremely important in Japan. Bilingual business cards (English and Japanese) will be much appreciated. When you receive a card, you should be seen to study it and to put it away carefully.
Furthermore, the presentation of a gift by a first meeting is a valued tradition. These gifts do not have to be expensive, however.

Hierarchy

Japan is very hierarchical. You can usually see this as soon as you arrive at a company. The CEO has his own office with smaller offices surrounding it where the managers are. It is entirely normal to greet the most important person first with a bow. If you are invited by a Japanese person to their house, you always first greet the oldest person present.