#2 is soo spot on. As somewhat of a professional middleman (I'm an engineering manager) I find quite often I've maximized the value I can provide when I've nego

#2 is soo spot on. As somewhat of a professional middleman (I'm an engineering manager) I find quite often I've maximized the value I can provide when I've negotiated away this distrust and effectively put myself out of a job. It sounds a bit silly if you say it that way, but connecting people who wouldn't have otherwise connected and getting them to play nice with one another when they may not have otherwise done so is really quite rewarding and definitely quite necessary.