Negotiation in Indian contexts often involves intermediaries—third parties who carry messages, make proposals, explore possibilities, and facilitate agreement between principals. Intermediaries serve important functions: they can deliver face-threatening proposals without relationship cost; they can explore positions without commitment; they can facilitate adjustment without either principal appearing to capitulate. The right intermediary—trusted by both parties, knowledgeable about context, skilled at communication—can enable agreements that direct negotiation would not achieve. Consider whether intermediary involvement would help your negotiation.
Select intermediaries carefully—wrong choice may doom negotiation. Even when negotiating directly, expect the other party may consult with others between sessions; this is normal, not delay tactic. In some contexts (marriage, major business), intermediary involvement is expected and professional intermediaries provide specialized expertise.
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