The Art of Trading in Japan

The Art of Trading in Japan By A. Ray Olpin

Every country throughout the entire world is inhabited the by a people possessing certain characteristics foreign to na- inhabitants of every other country; and these variances in tional customs are naturally climaxed between nations whose inhabitants are not only separated by great natural barriers, but bv language and racial distinctions. The Japanese, being sep- arated from the mainland of Asia by vast seas, developed cer-

tain customs entirely different to any found among the Chinese, their nearest kinsmen. But, although having many fashions and manners in common with their Oriental neighbors, I think I have reasonable ground to remark that when contrasted with those of the Occidentals, the Japanese national peculiarities portray a marked antithesis. The customs of Japan are as a rule very general, being practiced the same in every part of the empire. Foremost among the national characteristics in which she prides herself probably stands "politeness," which has become the mother of countless formal gestures and ceremonies forming a part of every native's life, be it coolie, business man, official of a high decora- tion or the Emperor himself. These prescribed rites of formal- ity and laws of strict etiquette are just as "Japanezy" as the bright, daintily colored paper lanterns, or the large, spreading umbrellas which accompany the name of Japan into foreign countries. One of the rudest expressions of impoliteness among the "Nipponese" can very easily be made in common conversation. The language is full of humble and polite expressions, and the speaker must ever be careful to belittle himself and elevate the person spoken to. Again, how rude it would be if friends should meet on the public highway or in a public gathering, and not greet each other with a succession of low, graceful bows, and ex- pressions similar to : "Since I haven't seen you for some time, I beg and implore you to receive my best regards." Similar rules of etiquette are observed on parting, and the appropriate words are exchanged courteously. But when entering a Japanese home, the formalities reach their height. Therefore, since the object in trading is to leave a favorable impression with the people, so that they will investi-

42 IMPROVEMENT ERA

gate the truths contained in the free pamphlet, the Latter-day Saint missionary must be exceedingly careful, not only in his actions but in his talk, making himself as insignificant as possi- ble, without destroying his prestige. A short description of a missionary's tracting visit, together with the accompanying photographs, will probably give the reader a faint idea of the artistic part of missionary life in Japan. Entering a narrow street lined on both sides by low houses of quaint architcture, the missionary pushes the small gate- like door to the left, and, stooping low, enters the genkwan or entrance where the Japanese step out of their wooden clogs

narrow streets lined on both sides with houses of quaint architecture^

before entering the house, at the same time calling out, "Please excuse me"; or "Good-day." As a rule, however, the house maid or wife is made aware of some one entering by the ringing of a bell when the door is opened. Upon calling, the immediate response, "Yes," is followed by the sound of the hurrying ap- proach of the person within. Suddenly the small lightweight, paper-covered doors, of the house proper, part, and the missionary finds himself facing the mistress of the house, who is kneeling on the soft mats just inside. Immediately upon looking into the room and seeing the graceful posture of the inmate, a peculiar yet strengthening feel- ing enters the person standing in the entrance and he involun-

THE ART OF TRACTING IN JAPAN 43

tarily makes a sweeping bow, accompanied by the remark, "I have been rude." The purpose of coming is then explained and the tract of- fered in as polite a language as possible. The hands of the person receiving the tract are arranged so that they cross, and the back of the right hand rests in the palm of the left. The missionary lays the small booklet upon them, and the lady raises it above her head once, bowing slightly, then laying it before her on the floor, slowly draws her hands together before her until the points of her fingers form the apex of a thirty degree angle, She then politely thanks the giver and bows,

". . . she bows, touching her head to her hands"

touching her head to her hands before again raising it to its normal position. Not infrequently is the act repeated several times. The missionary must bow every time she does, and then giving a final sayonara (good-bye) bow, he passes out through the small door, closing it behind him. If the august, honorable master is at home, of course, the missionary talks to him instead of the maid or wife. Refusals or turndowns, although not fre- quent, are always accompanied with a certain polite ceremonial, and "I am indeed sorry, but " apology.— Country trading, likewise, is very formal, and I cannot conceive of a more interesting scene than the presentation of a tract to a dirty, barefooted Japanese farmer. The towel, which serves for a hat, is removed and held above his head, with