Strategies for Successful Penetration of the Japanese Market or How to Beat Japan at its Own Game

States that despite the apparent difficulties in penetrating the Japanese domestic market due to thecomplexity and cost of distribution channels, several methods have been effective for Western firms in breaking down these barriers. Explains these barriers, both real and perceived, and suggests six alternative strategies for crossing them together with examples of firms which have used them. Concludes that while such strategies are undoubtedly useful in overcoming problems with Japanese distribution channels, these methods do not necessarily guarantee success. Stresses that Western business must acquire more understanding of Japanese culture in order to compete effectively in negotiations.