This document discusses differences between Japanese and American business cultures. It notes that Japanese culture values caution, consensus, honesty and personal relationships, preferring face-to-face communication. American culture prioritizes independence, flexibility and a separation of work and personal life, preferring email and phone calls. The document provides tips for understanding each approach to avoid offense when working cross-culturally.

1. Japanese Vs. American
Business Culture
Jacques Averso
Professor Aussicker
11/29/2013
Japanese Culture, Tues, 12:30-1:45

2. Thesis
• The Japanese and American business cultures are very different,
and so if one doesn't know about the other person's business
culture, then they are likely to offend the other person.
• In my presentation, I will discuss a few differences, what will happen if you
don’t recognize those differences, and what should someone do instead.

3. Speed (INFO)
• U.S. company’s decision making is quick.
• Supervisors allow subordinates to make decisions, change rules, and move
fast if a fault occurs
• Japanese decisions are very cautious and conservative and tend to
be much slower than U.S. companies.
• Lots of meetings and documentation.
• Attempt to minimize error and bring consistency & understanding to all.

4. Speed (Tips)
• If working with Japanese subordinates…
• Do more documentation and slow-paced meetings
• Use face-to-face communication to discuss gain agreement
• Allowing them too much independence will confuse & overwhelm
• If working with American subordinates…
• Allow lots of freedom to make rapid decisions
• Meetings are purely for short, action-oriented - not for pleasantries
• Allowing little freedom will stifle their motivation

5. Honesty (INFO)
• US employees will say they can do it, but about only 70% of the
time is it actually possible.
• Don’t care significantly about their word and on how others perceive them
• Japanese employees will only say they can do if there’s a 100%
guarantee that they will do it.
• Care heavily on how others perceive them, their honesty, and their ability
to carry things out

6. Honesty (Tips)
• If working with Japanese subordinates…
• Japanese won’t say “Yes” unless they’re 100% sure.
• Can be frustrating b/c of no strong answer
• If working with American subordinates…
• They’ll likely say “yes” to most things, but may flake
• Can be frustrating b/c they might not do it

7. Comm. Style (INFO)
• US employees prefer lots of e-mail and phone call interactions.
• Feel it’s easier and simpler to do
• Japanese employees prefer to do face-to-face.
• Feels it builds stronger, more personal, more trusting relationships

8. Comm. Style (Tips)
• If working with Japanese employees…
• Face-to-Face preferred.
• Want to feel connected with their clients, bosses, and co-workers
• If working with Americans employees…
• E-mail & Phone is better. It’s faster and easier.
• Face-to-Face only for serious matters – like business meetings or one-on-one
talks

9. Closeness (INFO)
• US Employees prefer to talk only to those co-workers, bosses, and
clients they’re close to after work with drinks.
• Create a friend/co-worker relationship. All others are just co-workers.
• Japanese employees prefer to talk to all their co-workers and
clients to build a strong relationship – especially with new
workers.

10. Closeness (Tips)
• If working with Japanese employees…
• Understand that they may want to go drinking with you after work.
• Build a strong, friendly work environment
• Don’t be nervous and weirded out by this very close work/personal life
connection.
• If working with American employees…
• Understand that they might not want to talk to you after work. Don’t be
offended. They prefer to keep their work & personal life separate much of
the time.

11. Videos
• Conducting Yourself in a Japanese Business Meeting…
http://youtu.be/j2nU9KoB8hM
• (1:50, docstocTV)
• Japanese Business Etiquette by Chihiro Yamashita, Michelle
Yap, Su Min Sei Toh, Yu Kikuchi
http://youtu.be/HTvxYtnKjl4
• (7:33, Parissa Haghirian)

12. Sources
• Blog.Btrax.com. 10 Cultural Contrasts between US & Japanese Companies. 12 2010.
http://blog.btrax.com/en/2010/12/15/10-cultural-contrasts-between-us-and-japanese-companies-a-personal-view/. 22 11
2013.
• http://www.askmen.com/money/successful_100/134_success.html
• http://www.cyborlink.com/besite/japan.htm
• http://www.ediplomat.com/np/cultural_etiquette/ce_jp.htm
• http://www.forbes.com/sites/nathanielparishflannery/2011/11/02/japanese-business-culture-and-why-good-governance-matters/
• https://www.openforum.com/articles/doing-business-in-japan-10-etiquette-rules-you-should-know/
• Japan Today. Differences in business culture between Japan and West. 2 4 2013.
http://www.japantoday.com/category/lifestyle/view/differences-in-business-culture-between-japan-and-west. 22 11 2013.
• Kendall, Phillip. 10 things Japan gets horribly wrong. 6 November 2013. http://en.rocketnews24.com/2013/11/06/10-
things-japan-gets-horribly-wrong/. 26 November 2013.
• Potts, Elena. It’s called an IZAKAYA. 23 September 2013. http://sites.allegheny.edu/gatorblogs/2013/09/23/its-called-an-izakaya/.
26 November 2013.
• Princeton Info. Etiquette Matters in Japanese Business. 23 3 2011.
http://www.princetoninfo.com/index.php?option=com_us1more&Itemid=6&key=3-23-2011%20japan. 22 11 2013.