Many negotiation “coaches” will suggest that you need to listen more than speak. They suggest this because the expectation is that you can’t know what the other side is thinking. If you have retained our services, you will know much of what they are thinking because we provide it to you in our Assessment. However, as good as we are at what we do, we can’t know everything. If the other side is particularly reluctant, you have to be prepared to ask questions. If they suggest that the site has negative cash flow, ask them to prove it. If they tell you that due to a merger between two carriers, there is a chance that they might lose some revenue, ask them if they know whether that merger will impact your specific tower. Have they received a termination notification or not? The tower company and lease buyout agents are skilled at misdirection. They rarely lie outright, but they know how to imply something that leaves you thinking what they want you to think. A good negotiator asks questions to improve his understanding of the situation, and then comes back to his/ her consultant to discuss what the new information means.