I think that’s important. If someone could meet you in person before doing business with you, you both will develop a sense of trust (and respect) for each other. You wouldn’t want to negotiate with a TOTAL stranger, right? One on One will give you an opportunity to introduce and assess one another’s personality, integrity, financial standing, etc. etc. This will give you some power of “common sense” and develop a level of trust before any negotiation is concluded.

and… It is more hostile to negotiate with someone indirectly (phones, emails) than someone who showed up in person. Meeting up for the negotiation shows that you’re sincere about the business which will put both of you at ease.