Episode #243: Setting the Foundations For Making The Sale In Japan

Nemawashi, translates to “groundwork” and is rooted in the practice of moving large trees. This intricate process—preparing roots, wrapping them, and relocating the tree—serves as a metaphor for meticulous preparation before decisions in business. In Japan, decisions are typically made before meetings, with the gathering itself serving as a formality to approve prior agreements. The groundwork involves engaging stakeholders individually, securing their buy-in, and addressing potential concerns.

In contrast, Western decision-making often occurs during meetings, with open discussions and debates leading to a consensus. This cultural difference means that to influence outcomes in Japan, preparation must begin early, before formal discussions occur. Whether dealing with internal teams or external clients, success depends on influencing decision-makers ahead of time. When working with a client, for example, your internal champion becomes pivotal. They must persuade decision-makers using data, testimonials, and evidence you provide, ensuring the groundwork is solid. Neglecting this preparation risks losing control of the decision-making process.

Nemawashi also involves understanding the dynamics within the meeting. Others may push their agendas, so your champion needs a clear strategy. Identify meeting participants, anticipate their concerns, and craft tailored approaches to win them over. Preparation should include counterarguments for opposing perspectives, ensuring your champion can effectively advocate for your preferred outcome.

While nemawashi doesn’t guarantee success, it maximizes your chances. Poor preparation often leads to unfavourable decisions. By embracing nemawashi, you can position yourself strategically, influencing outcomes in alignment with Japanese decision-making norms. This approach not only enhances your chances of success but also helps you navigate complex organizational dynamics more effectively.