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