Networking in Japan: What’s Holding Pros Back and How to Fix It
It’s not just shyness—it’s history, hierarchy, and habit
A Moment That Stuck with Me
At a networking event in Tokyo last year, the room seemed divided. On one side, Japanese professionals exchanged business cards (meishi) and chatted in structured, familiar groups. On the other, international attendees filled the space with energy and open conversations; you could hear their voices from across the room.
In the middle of it all, I noticed a young Japanese woman standing alone, holding her drink and glancing around. She didn’t approach anyone. I walked over, said hello, and after a bit of small talk, she opened up:
“It’s hard enough to approach someone in Japanese—doing it in English feels even more intimidating.”
The moment stayed with me. I’d seen this pattern before at other events and wondered: why is this hesitation so common? I spoke with people in my network to better understand what networking means in Japan.
Why Do Japanese Professionals Hesitate at International Networking Events?
Networking in Japan follows its own rhythm: formal, structured, and all about making the right impression. Business cards (meishi) are exchanged like a ritual—more than a hello, they establish who you are. Conversations tend to stay within familiar groups, and mingling often pushes people outside their comfort zones.
The Concept of “Networking” in Japan
The term ‘networking’ itself hints at this formality. 異業種交流会 (igyoushu kouryuukai) translates to ‘cross-industry exchange meeting’—which sounds more like a corporate seminar than a chance to share stories. “When I hear 交流会, I think of people swapping business cards and titles, not ideas,” a friend told me.
Cultural Factors That Influence Networking in Japan
To understand why networking feels different in Japan, we need to explore the cultural foundations that influence how people connect professionally.
1. Lifetime Employment: Is It Still a Factor?
For decades, Japan’s corporate culture was built on a post-war promise: commit to one company, and they’ll take care of you for life. Promotions came with seniority, not performance, so external networking felt unnecessary. When your career played out entirely within one company, why spend time building connections outside of it?
Things changed after the economic bubble burst in the 1990s. Job security was no longer guaranteed, and job-hopping became more common. Still, the idea of loyalty hasn’t disappeared completely. Many traditional employers still view frequent job changes as a sign of inconsistency or unreliability.
For many of us, this mindset feels familiar; growing up, I often heard my family say, “If you stay loyal, the company will take care of you.” But times have changed. That safety net isn’t there anymore.
It got me thinking: is hesitation at networking events just about discomfort with the format, or does it reflect a deeper cultural legacy that still shapes how connections are approached?
2. Risk Aversion and the Need for Structure (Nemawashi)
In Japan, risk aversion influences both work and social situations.
Walking up to someone without an introduction can feel like stepping into traffic without knowing the rules—you’re unsure if it’s the right move or the wrong time.
One person explained it perfectly:
“I’ll go if someone I know is going — it feels safer. Otherwise, I’m not sure how to join conversations without looking like I’m interrupting.”
This hesitation ties back to nemawashi (根回し)—the consensus-building process where informal discussions happen behind the scenes before a formal meeting. It’s like setting the stage before the show starts—everyone knows their role, timing, and what’s expected before the spotlight hits. In business, this ensures that decisions don’t come as a surprise, making formal meetings feel almost routine.
Networking in Japan often mirrors this process. People feel more comfortable when interactions follow a clear structure. That’s where the exchange of business cards (meishi) becomes key. In Japan, a business card isn’t just contact info—it’s a handshake, a name tag, and a status marker rolled into one. Exchanging meishi offers context: Who is this person? What’s their role? It helps turn the unknown into something familiar.
3. Social Bonding in Informal Settings
In Japan, some of the best professional connections aren’t made in meeting rooms — they’re made at nomikai (after-work drinks).
But it’s not just nomikai. Team bonding in Japan takes many forms, even if it’s never explicitly labeled “team-building.” There’s hanami—the iconic springtime picnics under cherry blossoms, monthly luncheons, and company trips, all designed to reinforce the idea that teamwork is a daily practice, not an occasional exercise.
Why does this matter for networking? These informal rituals offer a familiar safety net—a structured setting where roles are clear and social rules are understood. By contrast, unstructured networking events, where you’re expected to mingle freely with strangers, can feel jarring. Without a shared context or established trust, many Japanese professionals hesitate to dive in, unsure of how to navigate interactions without stepping outside cultural norms.
For those familiar with the nomikai style of bonding, networking events can feel like skipping the trust-building phase entirely.
How Can We Make International Networking Events More Inclusive?
1. Supporting Natural Conversations
Many Japanese attendees prefer clear guidance and semi-structured activities that provide context before mingling freely. Creating familiar and low-pressure ways to connect can help attendees confidently ease into conversations.
Ideas:
Plan interactive activities like “networking bingo” or scavenger hunts to help attendees break the ice naturally.
Organize small-group introductions that mirror the meishi (business card) exchange format, where each person has a clear turn to introduce themselves.
Include conversation tips in event materials, such as guides with sample phrases or transition suggestions, to help attendees navigate social interactions smoothly.
2. Offer Language Support
Language plays a role, but it’s not the whole story.
Several people mentioned that while they’re okay with English, they’re worried about getting stuck mid-conversation.
Ideas:
Include bilingual volunteers to facilitate introductions and ease language gaps.
Encourage “team mingling,” where attendees can introduce each other within small groups.
3. Facilitate Natural Connections
At one event, I noticed two distinct clusters: Japanese attendees in one corner and international attendees in another. Without a bridge, these groups often stay separate.
Ideas:
Have friendly attendees or volunteers act as informal “connectors” to introduce attendees from different backgrounds. A simple “You both work in finance — have you met?” can work wonders.
Plan team-based challenges or collaborative discussions that encourage natural mixing without pressure.
Create themed sections, like “Industry Trends” or “New Ideas,” to draw attendees into conversations based on mutual interests.
Breaking Down Barriers, One Conversation at a Time
“If someone just smiled and said, ‘Hey, come over here!’ that could change everything.”
Creating a welcoming space also means noticing the unspoken cues — what’s called kuuki o yomu (reading the room) in Japan, which I’ve covered in more detail in this article.
Meaningful connections don’t require alcohol or nomikai rituals — they start with a smile and a bit of curiosity.
I’ve been writing about the quiet shifts happening in Japan:
The small, everyday choices that reflect optimism.
The curiosity that challenges norms and opens doors.
The way traditions and ideas evolve—sometimes slowly but meaningfully.
Now, I’m bringing these stories together—
because Japan’s story is changing, and I want to be part of it, in my own small way.
Telling its stories is my way of taking part.
I'm currently compiling a mini e-book featuring some of my favorite stories and insights. If you'd like to be among the first to read it, please subscribe.
I’ll send it your way when it’s ready.
You're absolutely right about the challenges of coordinating and participating in these opportunities to meet new business contacts in Japan. One of the issues for foreigners visiting Japan is learning names, which tend to be unfamiliar. While exchanging business cards helps, as you pointed out, the ritualistic process in Japan tends to be formal and a bit rigid. However, it is useful to know how to get back in touch with someone after the fact. In any case, the use of adhesive name tags may put some people off, but I always find it useful -- especially if the name tag is easy to read and worn as high up as possible.
Amazing as always Miki. Great work