GETTING THE INFORMATION What if the other side won’t tell you what they want? Not everyone is as forthcoming as you would like. Some people are scared, some are reticent, and some just don’t know. What you do is guess. If you guess right, you will usually get the information you need. You will likely improve the relationship and the chance of a deal. If you guess wrong, they will often tell you so and give you information about their needs. Either way, you get more.
