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Try to get to know your negotiation partner as best as possible.

In tlie beginning of tlie meeting, do not say less than your interlocutor, try to get to know them, their interests, influence, fears, interests, passions. If you can do it before the meeting, all the better. Ask questions and listen actively. During the conversation recognize your interlocutors emotions, voice tonę, way of speaking etc.

The best way to persuade people is using their own arguments, referring to their needs and rules. Our task is to help the interlocutor to make a decision. Efflcient arguments have to satisfy the needs. We should not make arguments unless we know what should we prove and what we want to achieve.

Encourage your interlocutor to speak using clearly encouraging words and phrases such as: “yes..., it sounds interesting”, “it s interesting, please tell me about it”, “could you tell me morę about it?”

Signalise, that you are interested: nod, raise your eyebrows, say “right”, “uhm”.