Take time to identify the most difficult question the other side might ask — whether for tactical, emotional, or ethical reasons. By anticipating such questions before you’re confronted with one, you can avoid a costly and embarrassing stumble. Sometimes we don’t see our own problems that way that others do. Maybe ask a friend to go through your case with you and see if they can come up with some tough questions. And always be ready for these ones:
■■ “This is my final offer. Take it or leave it. I need your answer right now. What’ll it be?”
■■ “Why do you really want to do this deal now? Are you aware of anything that could
reduce its value in the near future?” ■■ “What’s your bottom line?” ■■ “Do you actually have authority to do the deal we want to do?”
