The Japanese culture is thousands of years old, with the current emporer's dynasty founded in approximately 660 B.C. Traditionally, Japan has ruled itself like the island it is - aloof and with its doors closed to foreigners. With a crowded population approaching 125 million, the Japanese have evolved a kind of "group" mentality and conformity in which protocol, manners, rank, and tradition are of extreme importance. This ancient formality of attitude prevails throughout business today, and may permeate the atmosphere when you are working with a Japanese client.

Contrast that kind of formality with the casual, class-less society of the United States, and you can see the potential for misunderstandings on both sides can be great. Knowing why and what you can do, may help ease cross-cultural tensions and facilitate a better working relationship.

In their book, Kiss, Bow, or Shake Hands: How to do Business in Sixty Countries, Bob Adams Inc. Publishers, Terri Morrison, Wayne A. Conaway, and George A. Borden, Ph.D. offer sociological insights into the Japanese character and culture, information that could prove very helpful to the American REALTOR®. Although the book is written from the position that the reader might be visiting the countries that are featured, the same principles could apply when visitors from those countries come to live and work in the United States.

Japanese are almost a closed culture. According to the authors, over 99% of the population are native born. Just as they allow little importation of goods, there is little room for multi-culturalism. The largest minority are Koreans at a population of less than 1%. This creates an ethnocentrism that is very strong, according to the authors. The pressure to conform is very strong, with the need to save face a driving force in the Japanese personality.

Communication is very subtle. The spoken Japanese language includes four levels of formality or politeness, with women using the most deferential forms, a clue to the male dominance which is strong in all public situations. Don't be offended if a Japanese asks you lots of questions - he or she is trying to figure out your rank so you can be addressed properly. Education is high, with 95% of Japanese completing high school and a series of difficult exams. Yet, the Japanese tend to make decisions based on feelings rather than facts. They tend to be more subjective than objective, basing many of their decisions on tradition and faith.

When negotiating with Japanese, here are a few pointers to help you better understand their culture.

• Be on time. Lateness is an insult in business, showing lack of discipline or caring.
• Be willing to say "I'm sorry."
• Because connections are very important in Japan, it is not wise to let your assistant call your Japanese customers or clients. They want to hear from you, not someone who is of "lower rank."
• Age equals rank in Japan with older people garnering more respect and attention. Speak to the oldest member of the party with deference.
• Contracts are not necessarily final agreements in the Japanese mind. There is always room to renegotiate, a point to remember as you have your customer sign an agency agreement or as you approach closing.
• When it is time to do business, the Japanese are very serious and do not lighten the mood with humor.
• Most Japanese learn English from the age of 12, but that doesn't mean they can speak in colloquialisms. If most Americans don't know what a FSBO is, a Japanese can hardly be expected to understand. Eliminate slang from your vocabulary.
• Ask to make sure that your Japanese client understands you. This is important to maintaining good relations.
• If you are invited to a Japanese home, this is a great honor.
• Always present and accept business cards with both hands. Don't put the card in your pocket, but hold onto it, look at it, and treat it as something special.

Published: September 25, 1998

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