That’s not a talent, I didn’t learn that, it’s just ME. I don’t use “tips&tricks” templates. I am what I am. Someone likes that, someone doesn’t (it’s rarely .

Persons, across the table (usually it’s that order) has to feel that. In that case, he or she will “open” himself/herself more and your negotiation will be easier. Formal conversations is good in first few minutes, but as soon as you change that in favor of informal, more precisely, in favor of natural (friendly) way of conversation, everything become more clear to everyone.

Everybody likes to be more relaxing at the meeting. I help them to relax. Remember, we have two sides at the meeting. Both sides are at the beginning a little bit frustrated, they don’t know each other; they don’t know how to react. I always help and “open the party” with my natural, human behavior. I also don’t like that “formal” phase, where all pretending, talking “business” language and half of them don’t even understand the meaning of those words or acronyms…

My experience has tought me:  they appreciate “my opening” very much. When we finished the meeting and I see a smile on their faces… that means I did a good job!
J.L.