Human and common sense reasons like economical success, comfort, safety and admiration affect different people in different ways. Knowing these aspects can help you build solid arguments in an optimal manner during a negotiation.
For someone who truly cares about their prestige, boosting their egos and providing some accreditation can help you convince them a lot easier. On the other hand, an opponent who needs some safety will feel a lot better if you underline the high safety standards of your conditions. Most probably, they will accept your prices and conditions if they have the safety of a long term collaboration.
Moreover, I think that the information regarding your opponent’s preferences and abhorrences will be very useful in your speech. This kind of information can provide a positive atmosphere. They might include:
- The last vacation
- Hobbies and special interests
- Art, wine or sports preferences
- Date of birth