Talk too much.
Instead, listen as much as you talk. Ask the buyer questions about why they are interested in your company and how you fit with their future strategy. You’ll gain valuable insights that can strengthen your negotiating position. Just as important, you’ll get a better understanding about the buyer as a prospective place for your employees to work. And document in writing key points that you discuss with the buyer. A quick email memorializing a conversation can be critical to support negotiations later on.