If you ever feel the need to assign someone to be the bad cop ahead of a meeting with a business owner, please reconsider your whole approach.
The point is to <partner> with the seller, not to tactically outmaneuver them. Maximum transparency and collaboration are the factors that will persuade them and, also, optimize information flow.
Note: This might be different if you're a strategic acquirer, there's a 3rd party mgmt. team in place, or you're acquiring 100% and sunsetting the owner.
