● What Does Your First Impression Convey?
I’ve heard that first impressions are formed within seconds of meeting someone.
As you may have experienced yourself, these initial impressions tend to linger in people’s memories.
In both my professional and personal life, I naturally smile when meeting someone for the first time.
When meeting fellow Japanese people, unless there are extraordinary circumstances, they usually respond with a smile as well. Business card exchanges in Japan are typically accompanied by pleasant facial expressions.
● When Smiles Aren’t Universal
However, some foreigners greet you with a stern, expressionless face or even what appears to be a glare while handshaking. I lost my word when I first arrived in Jordan in the Middle East, where this seemed to be the norm.
After all, most Japanese and foreign individuals I had previously interacted with followed the “smile at first meeting” protocol.
I had always believed it was “normal” to show through a smile that
“I’m truly happy to meet you”
during initial encounters.
So when faced with a stern-looking counterpart, I would worry:
“Is this person in a bad mood today?”
“Did I make a mistake in scheduling this meeting?”
“Perhaps they don’t actually want to work with me?”
Despite having only exchanged greetings, I felt as if they shut down and dismiss our business conversation.
● Cultural Differences in Business Relationship Building
The approach to building relationships with foreigners is a well-researched topic in cross-cultural management.
Studies indicate that in certain regions, it’s actually expected not to smile during first meetings.
This tendency is comparatively more common in the Middle East, Russia, Eastern Europe, and even in countries like France and Germany.
This doesn’t mean these individuals are cold-blooded or incapable of smiling.
What’s important to them, especially in business contexts, is investing significant time in building personal relationships.
They don’t easily trust strangers. Hence, during first meetings, they refrain from smiling, openly display caution, and avoid showing any vulnerability.
● Trust Before Smiles
During my time in Jordan, I encountered many colleagues who believed that “people who smile too readily from the start cannot be trusted.”
Particularly when managers or executives appear too friendly initially, they may give off impressions of:
“Lacking authority”
“Lacking professionalism”
This can undermine the very first step in relationship building. In fact, observing locals meeting each other for the first time often looks like a staring contest!
However, once you established a solid relationship with your partners, these same people will surprisingly direct genuine smiles your way and become willing to help with any matter.
Though it takes time, as these relationships multiply, business operations begin to flow more smoothly.
● Adapting to Local Business Culture
At some point, I consciously began adopting a serious expression when meeting business contacts for the first time in Jordan.
Initially, I worried:
“Was I too expressionless?” or
“Did I create a terrible impression?”
However, it proved there is nothing problematic at all.
In Japan, you’ll frequently encounter people with “exploding freshness!” or “gentle, healing” expressions, and maintaining such demeanors won’t create negative impressions in Japan.
But here in Jordan, someone with such a smile might immediately give them the impression:
“What’s with this person… creepy!”
● Practical Advice for Business Travelers
Therefore, when introducing Japanese business travelers to local contacts, I repeatedly emphasize one key instruction:
“Don’t show your teeth!”
If a smile won’t convey your intended meaning to the other party, it’s more appropriate to say “Hello” with a serious expression rather than forcing an artificial smile during your first encounter.
Ready to Transform Your Management and Leadership Strategy?
Many professionals operating in Asia and emerging markets struggle to build effective relationships with local stakeholders.
These challenges often lead to communication breakdowns, missed opportunities, and significant stress that impacts both business results and personal well-being.
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With over 20 years of business experience across seven emerging markets, I provide personalized mentoring that equips you with practical cross-cultural strategies tailored to your specific business challenges.
Contact me today to discover how my mentoring services can help you build stronger relationships, reduce risk, and unlock sustainable growth in your target markets.
