Succeeding in business in Japan
The fact of the matter is that the metrics for achieving success in business dealings with the Japanese are quite different from those that might work with an American or European organisation. A key aspect of Japanese business culture is politeness and the manners with which the Japanese conduct themselves, which can often mislead foreign executives. Japanese business people are exceedingly courteous when conversing with English speaking foreign company executives. This extraordinary level of politeness is often wrongly construed by the western counterpart as an intention to go ahead with the deal, whereas the Japanese are simply trying to be polite as they do not wish to offend the other’s sensibilities by a direct refusal to do business!
Japanese Writing
The Japanese have a unique writing system comprising three different character sets: Kanji (which has several thousand Chinese characters), Hiragana and Katakana (two syllabaries of 46 characters each; together called Kana). The Japanese language can be written in two ways: in Western style, i.e. in horizontal rows from the top to the bottom of the page, or in traditional Japanese style, which is in vertical columns from the right to the left side of the page. Both writing styles are in use today.
Mode of address
The Japanese use different words and forms of expression when they address someone with whom they are not as yet fully acquainted, or one who is superior in rank or station, in contrast with the mode of address to a child, a family member or a close friend. For instance, there are more than five different variants for the word "I", which are used depending on the context. Keigo is a form of the language that is adopted during formal occasions.
Japanese Courtesy
The Japanese courtesy is legendary, and the customer is honoured everywhere. When you visit a store, you will be greeted by 'irrashaimase' which means ‘welcome.’ Again, store employees will thank you with a polite 'domo arigato gozaimashita' as you leave, with all of them joining in the 'chorus'! In most other parts of the world, people expect to be tipped for personal services rendered, but in Japan personal service is truly a part of the service, and there is no expectation of a tip.
Business Communications
The Japanese greet their visitors with a bow, and to return the bow would be the proper thing to do. While bowing, keep your eyes low and your palms flat next to your thighs, and make sure you don’t proffer your business card before the bow. The Japanese give and receive a business card (or meishi) with both hands.
Japanese phrases
It is polite to say "itadakimasu" at the beginning of dinner, and "gochisou-sama-deshita" at the end. It will signify your appreciation to your host and indicate that you have enjoyed and the meal. "Sumimasen" (excuse-me) is a polite term for the dinner table along with the phrase "kekko desu" (I've had enough, thank you). Perhaps surprisingly, in the context of Western culture, if you were to slurp your noodles it would indicate that you are enjoying the meal and your host is sure to feel pleased rather than be discomfited by such a display of appreciation.
Conclusion
It is a misconception that the Japanese are difficult people to do business with. They need of course to be convinced that you will comply with the terms agreed to and abide by the relevant quality standards, before they agree to enter into business dealings with you. Whilst it is not mandatory for one to have a good knowledge of Japanese language in order to secure business, even a modest command will assist in establishing credibility and engendering mutual commitment to the venture.