FOM Hochschule fr Oekonomie und Management Berlin International Management (B.A.

), 5th semester Term paper in Interkulturelle Kompetenzen

Cultural differences in daily business life between Germans and Japanese people

Lecturer: Prof. Dr. Sebastian Kinder Author: Martin Thomas Students ID number: 250354 Berlin, 2 December 2011

Cultural differences in daily business life between Germans and Japanese people

Contents

1 Introduction

2 Differences between German and Japanese business culture 2.1 2.2 2.3 Meetings & business cards Business meals Gifts

3 4 6 8

3 Conclusion

4 Bibliography

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Cultural differences in daily business life between Germans and Japanese people

1 Introduction
The world is growing together. We see ourselves as a unit. We work together, we will design policies and laws and continuously try to adopt intercultural exchange across countries. But at least since the last holiday in a country with a different culture, we know whether the differences and the numerous cases in which one can fall quickly.

Japan is the land of the rising sun, the land of smiles, one of the strongest economic powers and one of the top exporters of the world (4th place after China, Germany and USA).1 But Japan is also a land of quiet notes: restrainment is written in capital letters. As exotic as the Japanese culture are the rituals of business: How to behave properly at a business lunch? How do I dress myself properly at a meeting?

Who would expect that it is not appreciated in Japan to blow your nose in public, whereas (noisy) snuffling is not a problem.2

Germany, however, is not a unified country with a nationwide uniform culture - it is not easy to find things that are really typical and representative for the whole of Germany. Abroad, Germany is associated with cars, sauerkraut and beer, but also with classical music as well as poets and thinkers such as Goethe and Schiller. Keywords such as "Adolf Hitler", "Second World War," "Berlin Wall" or "Made in Germany" are in peoples heads first. Germans are regarded by their European neighbours to be well organized, accurate and slightly pedantic. Properties such as reliability, affability and sociability are qualities that are often seen in the Germans.3 It is important to emphasize that "the German" itself does not exist and result in regional differences in individual behaviors. While in West Germany, for example,

Cf. Japan - Wirtschaftsmacht, DVD, FWU - Das Medieninstitut der Lnder, 2009 Cf. GEO Special Nr. 06/2006 - Japan, "Knigge fr Japan", Jesko Schmoller, Onlineausgabe Cf. GfK-Nrnberg e.V., Mai 2006, Umfrage: "Was ist deutsch?"

Cultural differences in daily business life between Germans and Japanese people

one can quickly open a small talk, it is much more difficult in the north - but once been successfully, this is a sign to have found a common level. The regional cultural diversity in Germany has been skipped in the present work for the benefit of better comparability.

This term paper concentrates on these differences between the Japanese and German business culture. Using the three fields of action: meetings, business lunch and gifts, I will start with some basic differences to be described in more detail later on. Finally, recommendations for the German businessman in Japan represented.

2 Differences between German and Japanese business culture

Business in Germany is just one thing: business. It is separated into the private and the professional manners. In business communication, it is all about data and facts to planning, implementation, taking decisions about the placement of their own skills and abilities. The German is "open and forthright"4, They like to criticize and argue and come right to the point. In contrast, Japan is: hold back criticism, not to get loud and to hold the harmony at all costs: "The Japanese culture (...) is subject to the dictates of the form"5. The Japanese usually avoid open discussions, so if they can cause discomfort or even a loss of face - here is the harmony of a higher value. Unlike the Germans, Japanese are very group oriented and stay, once found their employer / company, a life-long faithful6. They fit easily in their best interests (leisure, vacation) returns impose on

Cf. Focus Online: "Deutschland-Knigge: Blo nicht Schlange stehen" Cf. Japan-Knigge fr Manager, D. Rowland (Campus, 2010), p. 17 Cf. Businessknigge Japan / monster.de

Cultural differences in daily business life between Germans and Japanese people

your colleagues no more work and contribute their utmost to the economic success of the company.7 These fundamentally different perspectives and behaviors lead to that rather simple and unique situations in the business world could be very differently from both sides. Using the three fields of action meeting, business lunches and gifts, the approach and the differences in this culture will be reviewed.

2.1 Meetings & business cards In German business culture meetings are a time period in which several persons come together to resolve problems, issues and open points together and discuss. The assumption behind the agreement of a meeting is that things can be resolved faster and more efficiently by coming together than for example in a discussion via e-mail. Data and facts and information could be exchanged easily. Objective of a meeting is taking decisions, defining procedures and to allocate responsibilities. As part of an optimal time usage, topics are previously be collected all and brought together in an agenda, which is processed in the meeting. In general, a meeting will be moderated to avoid differences of opinion and confrontations and to monitor compliance with the agenda. There can be time for a personal interview or even to get to know each other, often in smaller teams. Not infrequently business cards are exchanged between prospective business partners - often at the end of a cooperation meeting. After a brief look at this layout, company and company logo, it will be stored in the jacket or purse.

Meeting in Japan are firstly extreme punctuality, otherwise it would show disinterest or negligence.8 Japanese often hear first of all or just nod restrained - or want to chat in a person talk only on arrival and first impressions. It takes a long time until Japanese come
7

Cf. Informationen zur politischen Bildung, Herausg.: Bundeszentrale fr politische Bildung Cf. japan.ahk.de (Japanknigge) - Deutsche Industrie- und Handelskammer Japan

Cultural differences in daily business life between Germans and Japanese people

to the point and even then they are always friendly and never directly. Europeans need to bring a lot of patience here.9 In Japan the exchange of business cards (meishi) for formal greeting is indispensable. It is presented best with two hands and a slight bow. In the Japanese language there are several possible spellings of the name, so it is often difficult even for Japanese people to write the names of new acquaintances correctly. To circumvent this problem and also the position of the opponent into perspective, business cards in Japan are an absolute "must".10 Internationally operating companies are equipping their employees with bilingual business cards (English and Japanese) . Business cards are stored in specially designed cases or small box, so they are not damaged. To give a bent or soiled business card is extremely rude. During the meeting, the card remains as a reminder in front of one and one tries to persuade the men or women by name.

Cf. Japan-Knigge fr Manager, D. Rowland (Campus, 2010), p. 76 Cf. JETRO Informationen, 04/2003 (Online Ausgabe), Japan External Trade Organization

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Cultural differences in daily business life between Germans and Japanese people

2.2 Business meals The business meal is widespread in the German culture. Whether it is in order to discuss projects, celebrate successes or simply to spend time with colleagues. Characteristic of German Business, that will be discussed in a relaxed, pleasant atmosphere and usually business data. Of course, all participants also learn to know a little better, there are anecdotes here and there - but despite its business issues take a prominent position. The trust is strengthened with each other by telling each from other projects or jobs, demonstrating his abilities and skills against others. Ideally, decisions made at a business meal, optimizes the planning or found solutions to problems. In order for the business meal in Germany is often like a meeting outside a conference room, with food and drinks. At the end of a meal takes over the host or the Ranghhste the bill. Colleagues, however, go eat together, e.g. during the lunch break, the bill will be allocated during the checkout process on site. It is paid separately. In Japan it is customary to place a truly formal business dinner on the evening. Joint lunch are usually closer to the "working level" segment. For eating in general, beer is drunk and the evening with a toast (Kanpai) opened. Drinks come in bottles, so you are in Japan never filled the glass itself, but leaves that to his neighbors or hosts, as it is with the refills. If you want to drink anymore, let the glass half full. 11 If you were invited to a dinner from a Japanese business partner, you should always pay attention to return invitation at your next visit. Furthermore, one should be prepared to be invited to a (Karaoke) bar after meal that normally takes about two hours. Refusing such an invitation could be an affront, and would disturb the "harmony" - Japanese use this to test whether they are dealing with appropriate business partners.12

11

Cf. U. Haak / R. Haak: Managerwissen Kompakt: Japan, Hanser Verlag 2006, p. 103 Cf. wissen.de: Business-Knigge Fernost, www.wissen.de / inmediaONE GmbH Gtersloh

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Cultural differences in daily business life between Germans and Japanese people

The aforementioned etiquette is preserved even the day after the evening in the bar: Embarrassing moments will be skillfully ignored and never addressed. The German businessman will only feel comfortable at a Japanese business meal after intensive training in the methods, etiquettes and all the do's and dont's, but could very quickly come into one of the many pitfalls. Many table manners will be confusing and illogical for him, especially among the sticks and drinking etiquette, the slurping of soup or the absence of a tip. A Japanese businessman could appear shy and cautious at a German business lunch, the filling of the glass could appear selfish and while slurping his soup the Japanese may look into critical eyes. In Japan it is common to offer for paying the evening at least once at the evening. Unlike in Germany, a repetition of the food is always assumed. It is paid at the cash register, without tip.13

13

Cf. stern.de: Reise-Knigge Japan, Sandra Hermes

Cultural differences in daily business life between Germans and Japanese people

2.3 Gifts As already mentioned, Japan is a country of etiquette. This also includes the obligatory gift - 75 billion euros are turned into cash with gifts in this country every year. Gifts are important and are made often - but here applies: Better often and small gifts as huge and mandatory ones. Much value is set on an artful packaging, but also on original packaged reputable gifts from their own country - foreign brands are a status symbol in Japan. Alcoholic drinks are very welcome to the Japanese as a gift, as well as sports goods or arts and crafts from the foreign country. The presentation of the gift is done modestly, with both hands and with a slight bow. In spite of the high reputation of a guest gift, you should not get confused when the Japanese places it unopened to the side it wont be opened before the face of the giver.14 Gifts are common in Germany, too - at certain business appointments or invitations, it is often a bottle of wine or a bouquet of flowers.15 If invited to a special occasion, or to an office opening, we give themed gifts. These will be unpacked if possible and accompanied with a short politely thanked sentence. Not uncommon is a direct, but ironically packaged allusion to the company's history or culture, to built a first connection on a friendly basis to the business partner. Favors or gifts are mandatory in both countries and welcome. The rules are to be strictly observed in Japan, to be respected by his partners and to keep up the business.

14

Cf. Japan-Knigge fr Manager, D. Rowland (Campus, 2010), p. 127 Cf. wiwo.de: Stilblten und Fettnpfchen in Deutschland: Wirtschaftswoche, Jochen Mai

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Cultural differences in daily business life between Germans and Japanese people

4 Conclusion
Japan is still rooted very closely with its culture and historical traditions and beliefs - the etiquette plays an essential role, even and especially in business life. As a German, one should pay attention to most of the mentioned rules and customs on the last pages. Japanese people often act according to the motto: "Talking is silver, silence is golden". No answer or a quick nod is therefore no reason for concern, but also no reason to be happy: Japanese express their opinion very indirect. You have to study the expression of his counterpart carefully and never to express criticism directly. Japan is not only the land of the rising sun, but also the land of friendliness. German businessmen with their strong sense of immediacy and easy tongue to criticism, will have a hard time in Japan to hold back. Before travelling to Japan one should practice a small meeting or a lot of business situations that can occur. You should not behave perfectly, but the intention must reach the opposite credibly. Once the Japanese has accepted you as an appropriate business partner, the connection should be regularly be refreshed - then he will take you to his heart, although only on a commercial level or in the karaoke bar next door. The next day, however, belongs to the collective again and, of course, to the company.

Cultural differences in daily business life between Germans and Japanese people

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5 Bibliography
Japan - Wirtschaftsmacht, DVD, FWU (Das Medieninstitut der Lnder, 2009) Japan-Knigge fr Manager, D. Rowland (Campus, 2010)

Informationen zur politischen Bildung: Japan, Bundeszentrale fr politische Bildung (Franzis Druck, 1997)

Managerwissen Kompakt: Japan, U. Haak / R. Haak (Hanser Verlag, 2006)

GEO Special Nr. 06/2006 - Japan, "Knigge fr Japan", J. Schmoller (Accessed 28 November 2011) http://www.geo.de/GEO/reisen/fernziele/2909.html

GfK-Nrnberg e.V., Mai 2006, Umfrage: "Was ist deutsch?" (Accessed 28 November 2011) http://www.bpb.de/popup/popup_grafstat.html?url_guid=971ONI

Focus Online: "Deutschland-Knigge: Blo nicht Schlange stehen" (Accessed 28 November 2011) http://www.focus.de/reisen/urlaubstipps/tid-13665/deutschlandknigge_aid_20953.html

Monster.de: Business Knigge Japan (Accessed 28 November 2011) http://karriere-journal.monster.de/beruf-recht/praxis-tipps/businesskniggejapan-63310/article.aspx

Japanknigge, Deutsche Industrie- und Handelskammer Japan (Accessed 28 November 2011) http://www.japan.ahk.de/japan-tipps/auf-geschaeftsreisen/japanknigge

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JETRO Informationen, 04/2003 (Online), Japan External Trade Organization (JETRO) (Accessed 28 November 2011) http://www.jetro.go.jp/germany/geschaeftsanbahnung

Business-Knigge Fernost, www.wissen.de / inmediaONE GmbH Gtersloh (Accessed 28 November 2011) http://www.wissen.de/wde/generator/wissen/ressorts/karriere/arbeit_im_ausla nd/knigge/index,page=1304408.html

Reise-Knigge Japan, Sandra Hermes, stern.de (Accessed 28 November 2011) http://www.stern.de/reise/fernreisen/reise-knigge-japan-nur-nicht-beim-essendie-nase-putzen-1742280.html

Stilblten und Fettnpfchen in Deutschland: Wirtschaftswoche online, Jochen Mai (Accessed 28 November 2011) http://www.wiwo.de/erfolg/knigge-stilblueten-und-fettnaepfchen-indeutschland/5493022.html

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Declaration in lieu of oath

I hereby declare that I produced the submitted paper with no assistance from any other party and without the use of any unauthorized aids and, in particular, that I have marked as quotations all passages, which are reproduced verbatim or nearby-verbatim from publications. Also, I declare that the submitted print version of this thesis is identical with its digital version. Further, I declare that this thesis has never been submitted before to any other examination board in either its present form or in any other similar version. I herewith agree/disagree that this thesis may be published. I herewith consent that this thesis may be uploaded to the server of external contractors for the purpose of submitting it to the contractors plagiarism detection systems. Uploading this thesis for the purpose of submitting it to plagiarism detection systems is not a form of publication.

Martin Thomas, 2 December 2011