The obvious benefit.
The first thing that should lie on the surface of your speech is the benefit. Nuances can be any, sometimes even contradictory to the basic idea. If you correctly submit all the benefits of your proposal, the minuses will be considered the last.
Successful negotiations and obvious benefits are a benefit in all resources expended and possible prospects. This benefit does not need to be financial. There are projects that even with a small planned profit can be attractive, because they win both sides, they do not take much time and energy to implement, help to form a positive image of the company on the market and act as additional advertising. Therefore, look for any advantages in your proposal and focus on them.
Hidden resources.
In order to influence the outcome of any negotiations, you need to use both what lies on the surface, and what is hidden from prying eyes. For example, your own emotions. The fact that our feelings affect others is an indisputable fact. You may be completely unfamiliar and do not know each other well, but it is your mood that will be felt by the interlocutors.
Try to "catch fire" with the project that you are presenting. If he does not carry you, how can you attract strangers to the question that leaves you indifferent? Fears, anxieties should remain in the background, but inspiration and faith in what you do is necessary for success.
Use not only a dry business language and professional terms, but also personal charm. Prove by your example that your proposal is so good that you can not refuse it. But be reasonable: excessive emotionality, flirtation or nervousness are unacceptable. Confidence causes confident calm and a little of what people call charm.
Euphoria is unlikely to be appropriate in the conclusion of an important contract, like depression. Look for the golden mean, and try to keep the right mood throughout the whole meeting.
Correct attack.
Imagine that there are people in front of you who do not know you and do not represent the subject of your conversation too well. Achieving their consent to partnership is impossible, while remaining passive. Even if your interlocutor is up to date, but is pessimistic or doubts, your task is to convince him and adjust to the right way.
Boldly attack, but attack correctly. For example, do not sit right in front of the interlocutor. The best position is slightly to the side of the person you are addressing. Therefore, experienced specialists use round tables for important negotiations - so the interlocutors do not have a feeling that they are too aggressively pushed.
Think over all the details of the space where the meeting will take place. Light, noises, smells, colors - all this is important. Arrange accents so that the general stop of the cabinet does not interfere with the focus on the topic of the conversation, but consider the bright points that would help to make the right decision. For example, tables and graphs with areas of different colors that show the key points of your thoughts. Use the light so that it is not in the eyes, but illuminates the table and stands. Smells can also influence the possible outcome of negotiations. Avoid harsh cheap spirits, do not use air fresheners in the office. It is better to buy a device that ozonizes the air.
Of course, it is equally important to control your gestures, facial expressions, confidently operate with all terms that are relevant and be able to speak fluently on the merits. But you can not neglect the little things that can ultimately be decisive. A lot of profitable trades broke just because the person presenting the project did not take care of the proper environment and comfort, did not prepare for negotiations or ignored the elementary rules. Learn from those whose charisma and authority always make you go after them in any situation and be attentive to the essence as well as to the details.