GLOSSARY
Evidence
Evidence comprises traceable information, observations or measurements that can support or challenge a claim; its strength depends on quality and relevance to the question.
Different sources answer different questions
An annual report may substantiate an investment without showing that your contact controls an approved budget. A customer comment may indicate interest without confirming a purchasing decision. Negotiation preparation should therefore connect each claim to the question its source can actually answer. Several articles repeating the same announcement do not automatically constitute independent evidence. Without this check, a weak signal can become an apparently certain sales opportunity. The confidence of a research summary should remain proportionate to what its sources establish.
Contrary evidence can change the next move
A useful record separates observation, interpretation and open questions, including dates, scope and contradictions. Grounding can connect an answer to information; assessing the strength of that information remains a separate task. When uncertainty is substantial, the next action should deliberately produce useful evidence, such as asking about the actual decision process. One supported observation does not establish a general rule about a customer. Visible evidence limits make options easier to compare and prevent polished research from conveying more certainty than the underlying information supports.