JAPAN
The Japanese are perfectionists, and they want to present their best to those with whom they do business. The flip side of this is they tend not to reveal what they think, which can cause misunderstandings among people from cultures used to directness. Traditions are strictly observed in Japan and this country has its own way of doing business. If you want to succeed in cutting a deal with a Japanese client, it helps to show respect to their culture, even if it’s as simple as learning phrases such as sumimasen (“Excuse me” or “I beg your pardon”) and arigato gozaimasu (“Thank you very much”).
Greetings: The handshake is an accepted and common way of greeting people, but the Japanese often add a bow to it, especially when meeting with someone of high status. The more respect you want to pay to the other party, the deeper the bow. It is a hierarchical culture so a bow is not expected when meeting with people your junior.
Business cards: As in most Asian cultures, handing out cards is an art in itself. Eye contact is expected and two hands should be used. After looking at the card do put it in your pocket respectfully, and do not scribble on it – at least not in front of the person who gives it to you.
Honorifics: Many Japanese do not have English names, but transliterations of their names are usually on their business cards. Names are written in kanji (Chinese characters), with the surname followed by the given name. However, many Japanese companies used to interacting with foreign counterparts often reverse the order in English to avoid confusion. The most commonly used honorific is “san”, which is gender-neutral and can be attached to either the first name or last name. As in the West, addressing someone by their family name is more polite.
Punctuality: As you would expect from a meticulous culture, punctuality is observed. Trains leave and arrive on the dot and people are expected to do the same.
Meeting formalities: Politeness is important and, as a guest, wait for cues as to where and when to take your seat. Be circumspect and do not criticise directly and openly. Hold back your humour as Western jokes are likely to be lost on your Japanese counterparts, unless they have been educated overseas. The Japanese do not like to say “no” even if it is what they have in mind; be observant of exactly how much a “yes” means from your business counterparts.
Attire: You can’t go wrong with the traditional suit for men. The junior “salary men” usually go for simple black suits, while more senior people might go for more well-tailored grey or blue suits. For women, the dress suit or pantsuit would also do. As you will observe on the streets of Japanese cities, most office workers keep their ties on even when off work, so the smart causal “no tie” look might not be received as stylish, unless you are working in a creative industry.
Dining and entertaining: Japanese business people, especially men, do like to have a few bottles of sake (Japanese rice wine) when entertaining business associates. They often pour for one another, and filling your own cup without first tending to others is considered rude. The correct way to eat a piece of sushi is to first smear a small amount of wasabi onto the fish, and then quickly turn it over for a quick dip into the soy sauce before eating it. Don’t dip the rice into the sauce. In upscale sushi places, the suitable amount of soy sauce is usually embedded into the sushi.
Although not as common as in the past, entertaining clients in a nightclub at a reserved table with sit-in lady companions is still done in some business circles. Finally, do not say “chin chin” when toasting, as in Japanese it is slang for the male genitalia.
SOUTH KOREA
South Korea is a technologically advanced and economically developed nation, and it is also a society steeped in cultural tradition and customs. But the Koreans are very approachable, capable and keen to help, which makes business travel quite a pleasurable experience nonetheless.
Greetings: Bowing is customary in Korea. The more senior a person is to you, the deeper you bow. But being very accommodating people, they often offer a handshake to foreigners, albeit in a distinctly Korean fashion. As the right hand is extended, the left is held flat against your chest. Extreme politeness is expressed by grasping the other person’s hand with both your hands.
Business cards: Identity and status is important in this hierarchical society, so bring twice as many business cards as you think you might need, and then some. Everybody has a card, and will present it to you upon meeting, no matter how briefly. It should be offered with two hands, as in the rest of Asia. When receiving it, Koreans usually take time to look at the name and title on the card rather than just stashing it away immediately – a sign of respect for rank. If you are seated when receiving the card, it is considered polite to keep it on the table in front of you.
Honorifics: Koreans are quite particular with prefixes, titles and names – and which order they come in – which can make just saying hello (or “anyoung”) a complex procedure. In a formal situation, you should always address another in a formal way, with titles and surnames until you have been indicated to do otherwise. Don’t be discouraged if you’re not on first-name terms with someone – formality in the workplace is the Korean way. As in some other Asian nations, last names often come before first names and there may be an English name as well as a Korean one.
Just saying “Mr Park” or “Miss Kim” is acceptable, but not exceptional. If you want to impress, the very formal and official way to address someone is with the last name first, followed by the first name, their title and then the word Nim – a title of honour. For example, if a person’s name is Park Kisoon (family name first), and she is the president of a company, then people would call her “Park Kisoon president Nim”.
Punctuality: When it comes to a business appointment, being on time or early is essential, especially before you have established a solid relationship with your counterpart. Punctuality is interpreted as an expression of commitment.
Meeting formalities: The layout of a meeting in Korea is as follows: hosts are seated closest to the door, visitors are seated opposite, with the most important member of each delegation at the centre. An amicable attitude and tone is usually maintained throughout, with older generations of Koreans reluctant to refuse any requests.
Attire: Formal business attire, including a suit and a tie, is best for standard business dealings with Koreans. Flamboyance is not advised unless it is integral to the industry in question, such as fashion or design. Even when socialising with Korean business associates informally, shirts and blazers are expected. Remember: personal expression is still not widely accepted in a formal environment, and business relationships in Korea are not about individuality, but group harmony.
Dining and entertaining: Only in the last few decades of economic boom has meat become a regular feature at the dinner table in Korea. During harder times it was considered very special to honour your guest with meat – a sentiment that remains ingrained among many Koreans today. So expect plenty of meat at the table, and prepare for a polite way to decline if you are a vegetarian or otherwise unable to eat certain meat. Beef dishes are particularly popular, and these will typically be surrounded by dozens of smaller side dishes filled with variations of kimchi – vegetables or otherwise pickled and preserved in a spicy paste.
Chopsticks are used, and these are usually lightweight and made of stainless steel – making them a bit trickier to master than the bulkier Chinese wooden chopsticks. Koreans love drinking, especially when entertaining for business, since it allows for a break from Korea’s more regimented, conservative culture and long working hours. There is even a Korean expression, “He who drinks more works better”. So likewise, either prepare your stomach, a strategy or a polite way of excusing yourself.
