You need a buffer.
Buffers take the emotion out of a deal.
Buffers properly communicate between buyers and sellers to help eliminate Babylonian mistranslations.
Buffers provide a channel where advisors can discuss issues.
Buffers provide a shoulder to cry on.
Jokes aside, in the highest stakes game you’ll ever play, you need an expert advisor in your corner to smooth out the edges and take the proverbial arrows–from both sides.
When a buyer is angry at the way a seller is acting, he can take it out on the advisor.
When the seller is angry at the way a buyer is treating her, she can take it out on the advisor.
In either case, the advisor becomes a sounding board for deal stakeholder aggressions and frustrations.
Remember, the number one reason for hiring an M&A advisor is M&A advisors provide experience to match that of the buyers. The number two reason is that M&A advisors provide a buffer.