When I became a Realtor in my thirties, I started all my negotiations well prepared and ready to have a long monologue, with all kind of arguments prepared in advance. I lost a lot of clients that way, so I knew there should be something else that would help me to keep my clients. I took some classes on negotiating contracts. Most of them taught me to ask my client a question and wait for their response. I tried this new technique. It didn't work until I figured out that I should ask a question and then shut up, listen to their very vague first response, but continue quietly looking into their eyes. After an awkward pause, the real truth came out of client's mouths, which helped me further down the line help them. Also, because they confided in me some more profound personal truth, they felt I am suddenly their friend.