Japanese Business Etiquette is Based on Respect for a Partner

The desire for success in relations with Japanese companies requires knowledge of some of the unique customs of this surprising country.

It’s sometimes difficult for an assertive foreign businessman to understand the logic of the events taking place with him/her in the Land of the Rising Sun, especially during a trip that he/she sincerely considered business.

For example, let me talk a bit about my American friend Leonard Linton. He was born on January 1, 1922 in the Japanese city of Yokohama to an emigrant family that had escaped the Russian Revolution and the Civil War. Due to his foreign origin, Leonard never had the Japanese citizenship, and soon after his birth the family had moved to Berlin, then again fled from fascism to Paris, and then sailed to New York.

So, when Mr. Linton again visited Japan in the 60s of the 20th century, he was already in his 40s. He didn’t come alone, but with the leaders of competing American chemical companies, including representatives of the giant OXY corporation, the American billionaire Armand Hammer, for the sole purpose of negotiations with the Japanese government about the supply of mineral fertilizers for all agricultural producers of the country.

Reception of respected guests was very cordial, but by the end of the week’s stay it seemed that no one was going to talk with them about the business they came to discuss. Formal lunches passed into the same formal dinners with performances by wonderful artists. They did a lot of sightseeing, and a huge number of topics were discussed with them, but all attempts by American colleagues to talk about the subject of these “negotiations” seemed to be simply ignored.

As a result, frustrated, they cancelled all negotiations and left Tokyo without even warning Japanese of their decision. Of course, it’s was completely inappropriate. However, Linton stayed and after another five days was invited to the office for a business meeting, which soon ended with the signing of a very profitable contract with Central Resources Corporation (CRC) led by him. Later, he delivered mineral fertilizers to Japan by sea bulk carriers, sometimes as huge as tankers.

Unlike his colleagues, Linton knew exactly about the old Japanese tradition of conducting business negotiations not immediately, but after showing respect. At first entertain and even indulge a business guest. And the larger the contract should become, the more and longer it is customary to show this respect.

This is the very essence of the historically developed business culture of Japan, based on the traditional respect of the partner.