When bartering with headhunters, make sure you have enough beads and trinkets to stay out of hot water.
When negotiating for services or products or even a repayment schedule don't be afraid to ask hard questions. You have the right and the need to assess the capacity of the other person to honor the terms of any agreement that might be reached.
Doing your due diligence is part of managing the process of negotiations.
Before sitting down to negotiate part of your homework is to research the other party. That research should include conducting formal and informal credit checks. Credit checks can be simple on-line reports reflecting past performance or more informative inquiries of others who have done business with the person in the past. One's reputation as a performer (or not) is typically readily available if you take the time to ask around. Remember, your reputation is also in the public domain. So take care to preserve it.
Credit and Reputation reflect the capacity and inclination of the other person to make good on his or her promises. In every walk of life there are those who try to bluff their way to greatness. They do not realize that if they fail to perform they are hurting the other person. You have the right and responsibility to determine with whom you are dealing and whether it is a person with whom you want to associate, work, or entrust your project or assets.
When finally seated across the table from the other person continue your due diligence of determining his or her capacity to perform. You are merely establishing that it is worth your time to even enter into discussions. Be prepared to be asked for your references or evidence of your ability to perform. Both parties are entitled to know who they are dealing with and that the others performance is viable if an agreement is reached. The more credit you bring to the table, the less risk there is for the other person to enter into an agreement. That lessened risk will often allow them to compromise more during the negotiation.
Don't be afraid that your questions may be considered impolite or intrusive. Credit checks are done daily. When we tender our credit cards or checks to a clerk in a store, they do not simply take our word that we can pay, they access a credit service and verify that we have the money to pay the bill. If someone is willing to be questioned by a total stranger over their ability to buy a steak dinner, surely they should not object to providing a financial statement when buying a million dollar parcel of land or home. If they are, caveat emptor or seller beware!