Trust during negotiations is crucial. But trust isn’t something you just throw out on the table. Trust is earned. By double-checking facts, a buyer learns to trust a seller and a seller learns to trust a buyer. As the sale process continues, both will reach a level of comfort with the trustworthiness of the other. If you never trust the person across the table, walk away. If you can’t trust your opponent during the process, you won’t be able to trust him or her to follow through with contractual agreements either. Do the legwork, follow your intuition and never be afraid to walk away. Again, he who cares least wins. If your intuition tells you it isn’t right, get up and walk away without regret or remorse. You’ve lived to fight another day.