Indians commonly use intermediaries—people who can make introductions, carry messages, facilitate negotiations, and enable agreements. An intermediary can vouch for you to people who do not know you. They can float proposals without commitment. They can help both sides find agreement without either appearing to back down.
When approaching someone important, ask yourself: who knows both of us and could make an introduction? When facing a difficult negotiation, consider: is there someone trusted by both parties who could help facilitate? Learning to identify, cultivate, and appropriately engage intermediaries is an important skill. Just remember that intermediary assistance creates obligations—be prepared to reciprocate.
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