General Information (Japanese Business Culture)

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INTRODUCTION - SHO KAI

A proper introduction is a vital and proper beginning to any relationship. It is always best to have someone else introduce you for the first time and it is best that this be done in person. An introduction, formal or informal, is critical for the Japanese. It establishes the status or place of each person. It establishes the hierarchy and then everyone knows how to behave. Everyone knows who to defer to or pay the most respect to. The highest ranking person is introduced first, and everyone else in order thereafter.

BUSINESS CARDS

In Japan, the very first thing that happens in a business meeting is an exchange of business cards. This quickly establishes the seniority of the person you are meeting. The business cards are clean, without pen notes, and kept in a case that is readily accessible. The business cards are exchanged and presented formally with both hands. The card is presented facing the recipient so he or she can read it. The cards themselves are handled very carefully and respectfully, as if you are handling the person. The cards are carefully read, even if you do not understand a word (to not read it implies that one is not important). Do not play, fidget, or write on the card. For the Japanese, the following is the order of important information on your business card:

Your company
Your department in the company
Your position
Your last name (first names are not important)
Your address or telephone number

Even in a verbal introduction, your company name is said first.

The company that you work for can give instant status, especially if it is one of the large trading corporations. For example, you might show greater respect to a junior executive from IBM than to a more senior executive at a smaller, less well known company. Your company is who you represent and the greater picture is more important than the individual.

In Japan, your position amongst others is critical. In a large company there are many, many different titles to support this class system. Most often, a person is referred to or addressed by their title as opposed to their name, such as "Mr. President." This is a sign of respect and even goes outside the business circle to others such as teachers or doctors. Always use the person's last name, including "Mr" or "Mrs" or the Japanese version San, especially in letters or documentation.