Episode #88: Respect In Business In Japan

Respect in Japan shapes every business interaction—from who speaks first in meetings to how decisions are made behind the scenes. If you lead, sell, negotiate, or present here, understanding Japanese hierarchy can be the difference between winning trust and silently losing a deal.

In Japan, respect is strongly tied to age, career stage, and institutional rank, not just individual talent. Older civilizations often value seniority more than performance-based societies like the USA, Canada, or Australia.

In practical terms, the organization you belong to can give you status beyond your personal title. A junior employee at a major brand may be treated with more deference than the president of a smaller firm. This is especially visible in supplier–buyer relationships.

Mini-summary: In Japan, respect comes from where you sit in the system as much as who you are personally.

Japanese business hierarchy often extends across company boundaries. If your firm is a buyer and the other firm is a supplier, the supplier-side leaders may show strong deference to your entire team, regardless of individual rank.

This is part of Japan’s institutional view of authority: the company name creates position power.

Mini-summary: Expect respect to follow company hierarchy, not just job titles.

In Japan, position power can be disconnected from personal capability. Promotions are often based on seniority—age and stage—so higher rank doesn’t always signal higher competence.

Yet the position is still respected because it represents the organization and the system.

Mini-summary: Don’t confuse visible competence with real authority; rank matters even when performance doesn’t.

How does Japanese language reinforce hierarchy?

Japanese uses honorific language called keigo (敬語 — polite/honorific Japanese) to calibrate status in conversation. Misusing keigo can create tension, even if your meaning is correct.

However, in international business, Japanese clients don’t expect foreigners to master keigo, so errors are usually forgiven—as long as your attitude stays respectful.

Mini-summary: Keigo is a cultural “status map.” You don’t need perfection, but you must show humility.

Who are the real decision makers in Japanese meetings?

A common trap: focusing only on the younger, energetic, English-speaking participants. In many Japanese firms, silent senior people hold the real influence and will be consulted later.

Fluent English speakers may function mainly as communication specialists—valued but not always empowered.

Mini-summary: Give attention to senior attendees, even if they say little; decisions often flow through them.

Why should you show respect to everyone, including receptionists and support staff?

Hierarchy between companies can override hierarchy within a room. The receptionist or assistant may sit “above” you in the inter-company power structure.

Also, respect toward all roles is noticed and remembered. The person serving tea or managing logistics is part of the relationship fabric.

Mini-summary: Treat every person as important; in Japan, status is contextual and respect is always observable.

How is loyalty and longevity viewed in Japan?

Japan respects long-term commitment. Someone who has dedicated decades to one company is typically seen as reliable, loyal, and trustworthy.

This differs from many Western norms, where frequent moves can signal ambition. In Japan, stability often signals credibility.

Craftsmanship and mastery over time—similar to Europe—are admired.

Mini-summary: Long service builds status in Japan; mention it when relevant.

1. Map the hierarchy before the meeting. Assume seniority may not be obvious.

2. Respect the system, not just the person. Titles and company prestige carry weight.

3. Engage everyone, especially quieter seniors. Their approval may decide the outcome.

4. Project reliability. Japan is risk-averse; consistency wins trust.

Mini-summary: Success in Japan comes from aligning with hierarchy, showing steady respect, and demonstrating dependable value.

• Respect in Japan is tied to rank, company status, and seniority more than individual performance.

• Meetings often hide real decision makers—watch for senior quiet influencers.

• Keigo (敬語 — honorific Japanese) reflects hierarchy; attitude matters more than fluency.

• Loyalty and long-term commitment increase credibility in Japanese business culture.

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 been empowering both Japanese and multinational corporate clients ever since.