Episode #312: How To Have Executive Presence In Japan (Part Two)

Why Do Many Japanese Executives Struggle With “Executive Presence”?

Japanese business culture often rewards modesty, humility, and fitting in. Traits such as being timid, quiet, or unobtrusive are commonly viewed as signs of good teamwork and good citizenship in日本企業 (Japanese companies).
However, global executives—especially those working with外資系企業 (multinational companies)—need a very different skill set. “Executive presence” requires confidence, visibility, clarity, and the ability to command a room.

This cultural conflict is the first major barrier Japanese leaders must overcome. Once the mindset shifts, they can begin developing the behaviors that create true leadership impact.

Mini-Summary:
In Japan, humility is valued—yet global leadership requires visible confidence. Overcoming this cultural gap is the first step toward executive presence.

Direct eye contact communicates credibility and trust in global business standards. But in Japan, looking directly into someone’s eyes is taught as impolite, so people look at the forehead or throat instead.

When coaching executives in東京 (Tokyo), we emphasize that a presentation or meeting is not casual conversation—it is a leadership moment. Holding eye contact for about six seconds engages the audience without crossing cultural boundaries.

We use proprietary techniques to help executives feel safe and confident using eye contact. The ability was always there—the mindset simply wasn’t aligned yet.

Mini-Summary:
Intentional eye contact builds trust and confidence. With the right techniques, Japanese executives quickly realize they can master this global leadership expectation.

A quiet voice is polite in Japan—but it weakens leadership effectiveness. In global leadership settings such asプレゼンテーション研修 (presentation training) andエグゼクティブ・コーチング (executive coaching), a strong voice signals authority, confidence, and clarity.

Many Japanese executives feel they are “shouting” when asked to increase their volume. But video playback shows them they actually appear confident, not loud.

We coach leaders to:

• Project their voice across the room

• Use wider vocal range

• Add modulation for emphasis

The result is immediate: audiences pay more attention, and the speaker appears more credible.

Mini-Summary:
Speaking louder feels uncomfortable culturally, but it dramatically increases perceived confidence and leadership authority.

Many Japanese executives place their hands behind their back or clasp them in front because they don’t know what to do with them. While this feels safe, it removes a powerful communication tool.

Effective gestures:

• Highlight key ideas

• Add energy

• Reinforce clarity

But gestures must be:

• Short (under 15 seconds)

• Intentional

• Aligned with verbal meaning

For example:

• “Big” = hands widening

• “Tall/short” = one hand marking height

Correct gestures combined with confident eye contact and strong vocal tone create a dynamic presence.

Mini-Summary:
Gestures amplify meaning and energy. Used well, they make messages clearer and leaders more credible.

Posture is a visual signal of authority. Slouching, leaning, shifting weight, or pacing too quickly distracts the audience and reduces impact.

We teach executives to:

• Stand tall

• Keep the spine straight

• Face and engage the entire room

• Project their presence intentionally

This also connects to the Japanese concept of 気 (ki, “vital energy”)—the ability to project one’s energy outward to fill the space and influence the audience.

Mini-Summary:
Strong posture anchors authority. When leaders project their energy outward, they command the room.

When eye contact, voice modulation, gestures, and posture come together, the result is gravitas, credibility, and leadership clarity—the foundation of executive presence.

But for many Japanese executives, the most difficult part is not the technique.
It is the mindset shift that allows them to step out of cultural comfort zones and into global leadership roles.

Dale Carnegie Tokyo helps executives develop not just skills—but the confidence and mental readiness required to use them.

Mini-Summary:
Executive presence is a skillset plus a mindset. We guide Japanese leaders through both.

• Japanese cultural norms often conflict with global expectations for executive presence.

• Eye contact, vocal power, gestures, and posture are critical leadership behaviors in international settings.

• Video-based coaching helps Japanese executives see and feel the impact of stronger communication.

• Mindset transformation is the core of building sustainable executive presence.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has empowered both Japanese and multinational corporate clients ever since.