I had a heartbreaking call with a client recently who learned that the seller of her ideal practice pulled out of the deal.  The seller's broker had assured her that his client was ready to sell and retire--and she put all her faith in him.  She had her hopes up and the broker let her down in a one line e-mail before leaving the scene.  Unfortunately, I see this happen far too often on both sides of the deal.  Here are some tips to keep this from happening to you:

1.  Hire your own team of experts as early in the process as possible. 

2.  Never ever think that the other party's attorney or broker are your trusted advisors.  They are paid by the other party to represent the other party.  Period. 

3.  When you have hired advisors of your own USE THEM.  Do not attempt to negotiate with the broker or the other party directly.  To do so can cause costly mistakes or even cost you the deal.

4.  Keep running parallel tracks until the deal closes.  Putting all your eggs in one basket makes it easier to get crushed--and puts the other side at an advantage at the negotiation table.