What you don’t know could hurt you. Ignorance of a situation is not bliss. Getting to the bottom of any situation is the best way to a positive resolution because assumptions can often be off!
When negotiating, identify the problem and turn it into an opportunity.
Determine what is really preventing the deal from closing, and find out why the other party is procrastinating. The better your understanding of the overall landscape, the greater your chances of securing the deal.
So, be on top of things and give yourself the best opportunity to succeed.
By getting to the bottom of barriers and staying on top of opportunities, you invite the best instead of merely hoping for the best.