Use Go-Betweens to Say What Cannot Be Said Directly

Third parties play important roles in Japanese negotiation. Intermediaries carry messages between parties, allowing communication that would be awkward or face-threatening if direct. Mediators help parties find solutions without imposing judgments. Go-betweens establish relationships and test receptivity.

Using intermediaries is not weakness but sophistication—it provides communication channels that preserve relationships while enabling negotiation. If you cannot directly refuse something, you can indicate refusal to an intermediary who conveys it appropriately.

If you want to explore the other side’s flexibility, a go-between can probe without putting you in a vulnerable position. Third parties make possible what direct negotiation cannot achieve.