Episode #88: Respect In Business In Japan

Respect in Japan may be more similar to concepts in European countries rather than new world countries like the USA, Canada or Australia. Age and stage probably carry more weight in older civilisations than in these bold new upstarts. In Japan, a low ranking minion in a big company can have more status than the President of a small company. The President will show a lot more respect than what we would associate with the status of the person working for the bigger player. The individual has position power, purely on the basis of the company name. This is especially the case when the smaller company is a supplier. The small company President will be very differential to everyone in the buyer team, no matter their rank.

Inside large companies there are many aspects of the power relationship that spill outside of the corporate headquarters. Staff are living in subsidized company housing and there is a complete hierarchy amongst the wives based on their husband’s rank. Often the section head’s wife will be the Queen Bee bossing the other wives around. I guess this is probably a bit like the military in many countries, where families live on base. Rank and power are institutionalised in Japan and we should understand that, when we are doing business here.

Position power in Japan is often disconnected from actual personal capability. The higher ranked person may in fact not be particularly competent, but they are shown respect anyway. In a country where you are promoted on the basis of age and stage rather than performance, this is bound to happen. In societies which have a performance basis for moving up through the ranks, then age counts for little in terms of respect. Actually, in youth culture societies like my own Australia, age is seen as a minus. Only the young know anything and the elderly are not given much respect or credence. Japan is the exact opposite.

In Japan the position is respected. Even if you are not shooting the lights out in performance terms, people will still show respect because of the position you hold. In our cultures, the respect is shown for personal ability rather than age or stage. The Japanese language also has a form of polite honorific language which is carefully calibrated to handle all of these different levels of status. You get that wrong and there will be trouble.

When I was studying here in Japan the first time in 1979, I was talking with an older lady who was a Professor at my university. I wasn’t using the correct keigoor polite language to respect her status above mine. Actually at that time, I was happy to be able to string a sentence together in Japanese. How did I know I wasn’t using the correct keigo? The way she replied to me, while absolutely correct, was dripping with ice and her body language joined in, to school me on my impertinence. I knew I had said something the wrong way, even if I wasn’t quite sure just what that was.

In business, Japanese buyers don’t expect you to have any Japanese, so if you try and you are not using the correct honorifics, they won’t be mortally offended like my good Professor. The truncation of ability and status in Japan means you have to keep your wits about you. If you are in a meeting and there are some younger bright sparks there and they are really engaging with you, don’t ignore the older people sitting there saying very little. They will be senior, respected and will be consulted. You can’t ignore them thinking you have the ear of the decision makers. Especially be careful of giving the fluent English speakers too much credence. They are seen as language technicians by the hierarchy and often have no decision making power at all.

If you are going to a meeting with the client, be respectful toward the receptionist. In the hierarchy between your two companies, she may rank above you. The young woman, and in Japan it is usually a young woman, who brings in the coffee or tea to the meeting room is another one you should show respect to. Do not imagine that you are some big shot from overseas, who is pretty important and you can ignore the underlings like you do at home. In Japan, and actually everywhere, show respect for people doing their job, regardless of their rank and what you perceive as their status power. You will do better here if you do, because it is noticed.

Longevity is respected in Japan, so someone who has spent their whole life devoted to the company is shown respect regardless of how capable they may be. By contrast in our cases, we are zigging and zagging our way up the ladder, trying to get to the big job. In the West, if you spend longer than five years with a company, the question is raised - what is wrong with you? People wonder if you are a dud. If you had any ability you would have moved to a higher position in another company by now.

Not the case in Japan. If you mention you have been with the same company for many, many years that will be seen in Japan as a good thing, as a positive. You have been reliable, steadfast, consistent and loyal in the Japanese world view. Like Europe, craftsmanship is respected in Japan. Someone doing the same thing for decades is respected as a master of their trade, a skilled expert. If you have spent many years with that same company certainly mention it, it will enhance your status in the buyer’s eye. Japan is highly risk averse and salespeople who come across as solid, reliable, predictable and consistent are going to be more highly evaluated. Be one of them.

Engaged employees are self-motivated. The self-motivated are inspired. Inspired staff grow your business but are you inspiring them? We teach leaders and organisations how to inspire their people. Want to know how we do that? Contact me at greg.story@dalecarnegie.com

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About The Author

Dr. Greg Story: President, Dale Carnegie Training Japan

Author of Japan Sales Mastery, the Amazon #1 Bestseller on selling in Japan and the first book on the subject in the last thirty years.

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making and become a 30 year veteran of Japan.

A committed lifelong learner, through his published articles in the American, British and European Chamber journals, his videos and podcasts “THE Leadership Japan Series”, "THE Sales Japan series", THE Presentations Japan Series", he is a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. Dr. Story is a popular keynote speaker, executive coach and trainer.

Since 1971, he has been a disciple of traditional Shitoryu Karate and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.