In order to conduct business successfully in Japan, it is important for you to understand the values, goals, pressures, and rewards that motivate and drive your Japanese counterpart.

These include the hierarchical structure of the Japanese business world; the emphasis on company loyalty, group work, and consensus building; and the importance of establishing and maintaining close relationships with co-workers. By beginning to see the world as your Japanese counterpart perceives it, you will have a clearer understanding of why Japanese executives invest heavily in after-hours socializing and why the woman executive is still the exception in Japan.

A well-rounded picture of the Japanese executive will help you to see through the one-dimensional characterizations of these men as stereotypical figures, or what some have termed the "sarariman." These insights will enable you to humanize the person sitting across the conference table from you. By understanding your Japanese counterpart's many facets, you will also be able to find important points of commonality.