Using Information to Your Advantage
Grow Your Business, Not Your Inbox
But remember, your opponent will want to know the same kinds of things about you and your position that you will in turn want to know about him, so be prepared to offer some of that information under the right circumstances. Conventional wisdom says that you should play your cards close to the vest, but sometimes the exchange of information can be a transaction within a transaction that smoothes the larger negotiation.
Excerpted from Creative Selling: Boost your B2B sales