Same in the middle-east. It's an elaborate ceremony, communicating via intermediaries and exchanging pleasantries at dinners and formal gatherings, but as soon as you climb the ego ladder and reach the highest stakeholder you can drop ritual and say "dude, we're fucked". Sometimes you reach a very beneficial and logical agreement with The Man, then thinkup ways to rationalize it and explain it to the role-playing minions below him. Tradition and bureaucracy are often abused by selfish and incompetent people to keep status. (Once you reach the C-level contact, I recommend that you don't cut off his aides and minions; treat them as you have treated them before, when you needed access to him, that way they will not consider you a threat. As an exercise, go back to them for a few more "favors" and let them shake you up for bottles of scotch, it makes them feel in control, and when the boss has future plans with you, they "know" they will be treated.)