The Japanese style of conducting business differs sharply from the Western model, for it has grown out of the nation's unique history, culture, and philosophy. The Japanese people, isolated in an island nation and buffeted by the harsh forces of nature, have traditionally placed a strong emphasis on working together as a group in order to survive. Their culture is also deeply influenced by Confucianism, with its rigid rules governing conduct and its emphasis on trust, consensus, and hierarchy.

These ancient roots have influenced every aspect of Japanese business, from the way formal meetings are conducted to the importance placed on after-hours socializing. It has led to the development of a strict protocol for all forms of business interactions and has shaped a business culture in which long-term, mutually beneficial relationships are of paramount importance.

By understanding and adapting to this business culture, Western executives seeking to do business in Japan will be able to develop more productive associations with their Japanese colleagues and will increase the likelihood of achieving the goals of their meetings there.