One of the major tasks of the first phase of the negotiations is to demonstrate the possession of the ethics of business communication. This exchange of business cards, and competent representation of themselves and the company, and knowing the name and patronymic of the persons with whom you negotiate. At this stage it is important to position yourself as an equal interlocutor, which owns the rules of business communication.
The second objective of this phase of the negotiations - target designation conversation. The purpose and format of the conversation indicates the party to initiate negotiations. To the proposed format that you did not cause resistance - just explain the benefits of such communication. For example, your desire to ask questions, can be perceived interlocutor as unnecessary curiosity. But once you make it clear that these questions will help you make the most advantageous offer for the company, and the source will change their attitude towards your interest.
The third phase of the task "getting in touch" - a aysbreyking. This American term long taken root among the coaches and business coaches. "Aysbreyking" literally means "break the ice", using the term we will talk about the techniques that allow to win the interlocutor. So "icebreaker" can be prepared in advance by the compliment, good joke, interesting little story associated with common business interests. Universal is the technique of "small talk." This is a short statement by the initiator of the negotiations, the question of the second side and summarizing what has been said. Small Talk allows you to engage in dialogue and to remove the sense of the primary voltage.
Competently take the initiative in the first phase of negotiations, you can keep it throughout the conversation. This will help you avoid manipulation by the interlocutor and submit your offer the most advantageous way.