A recent study from Stanford Graduate School of Business warns here that having too much (or useless) information about future negotiation partners is actually worse than having no information at all. As it turns out, the false illusion of knowing how to approach your (sales) meeting made participants 46% less likely to identify important issues in the negotiation. That’s not to say checking out people’s profiles on LinkedIn or Facebook before knowing them in real life is totally bad, but it can very well take your mind off the important issues in the game.

So don’t go running for client intelligence in all the wrong places.

Instead, get yourself introduced to your partners by a trusted third party. Because statistically, clients are willing to pay up to 25% more in an environment that they trust.