How To Succeed In Japan By Really Trying

Your story about the results of the recent round of trade talks between the U.S. and Japan, "Facing reality in Japan Trade" (International Business, Oct. 10), was the most thorough, well-balanced analysis of the negotiations I have read.

The five recommendations you outlined for developing a new Japan strategy were on target--but missed one crucial element. Although you stated the value of increasing access to information and general knowledge about Japan, your article did not deal with the need for our business executives and government officials to acquire the skills necessary for working across cultures.

Although regulations in Japan continue to make competition difficult there, many American companies have managed to succeed in that "closed" market. How do they do it? Intercultural knowhow and business strategies that take into account the local market.

Laurie Mack

Clarke Consulting Group

Redwood City, Calif.

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