Intermediaries in Negotiation Can Be a Negative

Intermediaries, such as real estate brokers, can have benefits but they can also make things harder.  Karass gives the example of the bad faith negotiating tactic, the false acceptance.  His advice is talk directly to the other side's principal by cutting out the intermediaries:  "take things into your own hands as much as possible.  Don’t let third party intermediaries like brokers or middlemen handle the action.  Insist on having your position heard by the principals involved." "do the administrative and running around work yourself."