|A : ||Japanese companies, especially larger ones, have a very hierarchical decision making process. The person appointed to negotiate with you may well be at the bottom wrung of this process, and is probably not the person who will make the final decision. So don't press for an immediate response. Focus on making sure that your counterpart fully comprehends your proposal. Once you've finished your presentation, be patient while your counterpart takes the proposal to his/her superiors for approval. Don't mistake delays as stalling tactics or a negative response. Kites can represent you in at meetings to take the guesswork out of interpreting an opaque Japanese response. With the advise and directions of Kites, your path through the maze of business in Japan will be guaranteed to proceed more smoothly.