Three important rules for any negotiation:

1. You won't get anywhere until you have your counterpart’s attention. Even if someone’s sitting across the table from you, their mind may be wandering and not focused on what’s important to you. You’ve got to find the right bait to lure them into the conversation.
2. Never ask questions that are easy for others to say “no” to. If the shoeshine vendor were simply to ask, “Wanna shine?” people would rush on by. Instead he makes prospects ask themselves why would they want to look anything less than their very best.
3. To engage somebody else, you've got to be engaged yourself. Take another look at Paul’s snapshot of the man. See his knowing smile, his wide-open eyes, and the peace-sign he’s flashing. You can’t expect others to connect with you if you’re not engrossed with them.