Japan

 Choose your intermediaries carefully. Select someone of the same rank as the person with whom you will have dealings. Moreover, an intermediary should not be part of either company involved with the deal.

 Business cards(“meishi”) are an important part of doing business in Japan and key for establishing credentials. Have the reverse side printed in Japanese,

 It’s good policy to refrain from discussing business until the first 15 minutes of any conversation.

 Be especially respectful to your older Japanese counterparts---age equals rank in Japanese business culture.

 “Saving face” is an important concept to understand. In Japanese business culture, a person’s reputation and social standing rests on this concept. When a person loses his or her composure or otherwise causes embarrassment, even unintentionally (“losing face”), this can be disastrous for business negotiations.

 In your dealing with Japanese business culture, remain indirect. If it is necessary to discuss bad news, use an intermediary, such as the one who introduced you to the company. Using a Japanese lawyer, rather than a Western one, will be perceived as a gesture of a good will and cooperation.

 The highest-ranking individual may appear to be the most quiet of everyone present. When the Japanese are trying to listen carefully to what is being said, they sometimes appear to be sleeping with their eyes closed.

 In a presentation, you must describe how your product can enhance the prosperity and reputation of the Japanese side.

 The Japanese will commit themselves to an oral agreement, which may be acknowledged by a nod or slight bow, rather by shaking hands. Contracts can be renegotiated; in Japanese business protocol, they are not final agreements.

 It is considered polite to frequently say: “I’m sorry.’ For example, the Japanese will apologize for any personal flaw.