Above all else, the Japanese culture values honor and respect. In contrast to individualistic Americans, the Japanese value the universal. The respectful Japanese function differently in business settings, particularly if someone is trying to win their business. It may be considered an insult to directly turn down a business offer, so Japanese executives will seek to maintain their foreign counterpart's honor by not saying no, but also not agreeing to a contract or deal. As an American interpreting the complex Japanese business methods, question the guide or interpreter about the company's intentions, as it will be easier for executives to say no through someone else.
Casual dress is never appropriate, and the Japanese are impressed with attire that indicates a high position. Conservative suits in dark colors are the best choice for men. Women should also dress conservatively, but avoid wearing pants as it can be offensive to Japanese businessmen. It's best for women to wear minimal accessories as well as low shoes to avoid towering over men. Men and women will find slip-on shoes most convenient because shoes will need to be taken on and off frequently.
Japanese introductions are initiated with a bow, and the bow should be returned with bowing as low as the initiator, although it is appropriate for Westerners to simply bow their head slightly. Next will be an exchange of business cards, or meishi; meetings in Japan cannot start before the meishi presentation is complete. Japanese meishi will be presented with two hands. Show extra care for the cards received by not writing on them or putting them in a wallet or pocket. By examining the card carefully, you will show your Japanese counterparts extra respect.
Gift giving is an important element of Japanese culture. The gift itself is not important, but properly presenting the gift is. Gifts should be wrapped, and usually pastel paper is best. Hotels and shops will wrap gifts, which is a good option to ensure it's appropriate. Indicate to the host that you have a gift available to present, and use two hands to give the gift. If a gift is given, accept it with two hands as well. Gifts are not typically opened in the presence of the giver, but if your hosts insist, show appreciation and gratitude. The exchange of gifts normally takes place at the end of the meeting or event.
Meetings over meals can present additional challenges, but with a bit of preparation, Americans can succeed at the Japanese dinner table. Using chopsticks will show your Japanese counterparts great respect. There is a proper order in which to be seated, so do not sit down until told where and when. Conversation will normally take place at the end of the meal, allowing the food to be enjoyed fully.
