5. Protocol

Greetings. The Japanese are very aware of Western habits and will often greet you with a handshake. Their handshakes will often be gentle; this gives no indication of their assertiveness of character. The handshake may last longer than customary in northern Europe or North America. The bow is their traditional greeting. If someone bows to greet you, observe carefully. If you are greeting an equal, bow to the same depth as you have been bowed to, because the depth of the bow indicates the status of the relation-ship between you. As you bow, quickly lower your eyes. Keep your palms flat against your thighs.

Titles/forms of address. Japanese is a complex language with many forms of address and honorifics. Use last names plus San, meaning "Mr." or "Ms." Do not immediately assume that the Japanese will call you by your first name. In correspondence, it is more respectful to add -dono or -sama to the last name. Titles are important in Japan.

Gestures. Japan is a high-context culture; even the smallest gesture carries great meaning. Therefore, avoid expansive arm and hand movements, unusual facial expressions, or dramatic gestures.

The American "okay" sign (thumb and forefinger curled in an O) means "money" to the Japanese. Some Western gestures convey nothing to the Japanese. These include a shrug of the shoulders or a wink between friends. Pointing is considered impolite. Instead, wave your hand, palm up, toward the object being indicated, as the Japanese do. Beckoning "come here" is done with the palm down. Moving the open hand, with the palm facing left, in a fanning motion in front of the face indicates a negative response.

Sniffing, snorting, and spitting in public are acceptable, but nose blowing is not. To get through a crowd, the Japanese may push others. There is also a gesture meaning "excuse me," which involves repeating a bow.

The Japanese do not approve of male-female touching in public. Men do not engage in backslapping or other forms of touching. In conversation, the Japanese remain farther apart than do North Americans. Prolonged direct eye contact is not the norm. A smile can mean pleasure, but it can also be a means of self- control, as when it is used to hide disapproval or anger. Keep a smile, even when you are upset. Laughter can mean embarrassment, confusion, or shock, rather than mirth. Silence is considered useful. People from other countries may not know that when Japanese audibly suck air through their teeth, they feel pressured. And while a hearty handshake may convey sincerity in New York or London, it makes Asians uncomfortable.

Gifts. If you are invited to a Japanese home, bring flowers, cakes, or candy. Gift giving is very common in Japan. Business gifts absolutely must be given at midyear (July 15) and at year-end (January 1). They are often given at first business meetings. For the Japanese, the ceremony of gift giving is more important than the objects exchanged. Do not be surprised by either modest or extravagant gifts. Take your cue from the Japanese with whom you are working. Allow them to present gifts first, and make your gift of the same quality as theirs.

The Japanese do not usually open gifts directly upon receipt. If they do, they will be restrained in their appreciation. This does not mean that they do not like your present. Again, follow their lead.

Good gifts are imported Scotch, cognac; electronic gadgets and toys for children of associates; or items made by well-known manufacturers. Always wrap your gifts in Japan. But remember that black and white paper is unacceptable. Avoid giving gifts with even numbers of components, such as an even number of flowers in a bouquet. Four is an especially inauspicious number; never give four of anything.

Dress. While you should expect to dress formally while in Japan, you can leave your handkerchief at home. Carry small facial tissues rather than a handkerchief. The Japanese consider the Western practice of blowing their nose into a piece of cloth, then folding up that cloth and preserving it in a pocket, to be grotesque. When a Japanese person blows his nose, he does so into a disposable tissue and throws the tissue away immediately.

Men should wear conservative suits. Avoid casual dress in any business meeting. Because shoes are removed frequently, many people wear shoes that slip on. Women should dress conservatively, keeping jewelry, perfume, and makeup to a minimum. Pants are becoming more common. High heels are to be avoided if you risk towering over your Japanese counterparts. Summer is usually very hot in Japan, so bring lightweight cotton clothing. Be sure to have plenty of changes of attire, because the Japanese are very concerned with neatness. If you wear a kimono, wrap it left over right! Only corpses wear them wrapped right over left.

Five Ways to Succeed	Five Ways to Fail
Spend time building a good relationship	Try and stand out as an individual in a land of consensus
Work hard and earn trust	Cause a Japanese person to lose face in front of others
Socialize - sing in a karaoke session even if you've got a lousy voice	Try to rush people into an agreement
Study Japanese business protocol -correct process is as important as a good result	Talk loudly, gesticulate extravagantly
Stress team achievement, not individual achievement	Ignore Japanese protocol and customs

SEMINAR PROGRAMME