6 and fintech. Specialized newsletters, client alerts, and webinars are on the rise. Relationship-Led Origination: Despite modernization, Japan remains deeply relationship-driven. Clients still prefer to give work to someone they trust personally—often built over years of faceto-face interaction. Referrals from trusted intermediaries (accounting firms, trading houses, general counsel circles) remain the gold standard for origination. Emerging Role of Foreign Lawyers: Bilingual foreign-qualified lawyers are increasingly important in winning crossborder mandates. These professionals help bridge cultural and legal gaps, especially in negotiations or disputes involving U.S., UK, or Asian jurisdictions. A few of the major Japanese law firms (AMT, NA, NOT) have in recent years restructured to enable foreign lawyers to become partners. 2. Business Culture Tips: A Guide for Foreign Counsel To work successfully with Japanese clients—or with Japanese law firms—it’s not just about legal expertise. It’s about cultural fluency and demonstrating respect for how business is done. Here are key tips every foreign lawyer should know: a. Dealmaking is Patient and Deliberative Japanese clients value consensusbuilding and risk mitigation. Unlike the more aggressive tactics common in Western dealmaking, the Japanese approach tends to be more cautious, with a strong preference for minimizing uncertainty. Don’t rush negotiations. Decisions may involve multiple layers of internal approval—be prepared to explain implications in detail, not just at a high level. b. Face-to-Face (and Now Zoom-toZoom) Still Matters While the pandemic accelerated digital communication, in-person trustbuilding remains foundational. When meetings occur—whether in Tokyo boardrooms or via Zoom—expect a formal tone and clear hierarchies in how people speak. Business cards (meishi) are still exchanged ceremoniously. Learn and respect name order (surname first), use appropriate honorifics, and observe protocol in how seats are arranged and who speaks first. c. Avoid Public Confrontation or OverAggression In both negotiation and litigation, Japanese culture tends to avoid direct confrontation or public shaming. Even if a client is upset, they may not express it openly. Read the air (“kuuki wo yomu”)—a cultural expression meaning to sense unspoken social cues. Show humility, avoid overpromising, and defer where appropriate. d. Build the Relationship First, Ask for Business Later
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