Abstract
Analyses some of the hidden barriers in exporting to Japan. It looks at Japanese industrial organisation and the role of the large corporations in controlling import and distribution outlets. The Japanese wholesale and distribution system is much larger than would be the case in Europe or North America. There are also differences in patterns of consumer behaviour in Japan compared to Europe. Japan’s Ministry of International Trade and Industry also plays a more active role in the business environment. Also examines the problems involved with negotiating with the Japanese. It looks at a number of the obvious sources of confusion and misunderstanding between Japanese and Westerners during the negotiation process.
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