Three Points about Closing That Deal

Here are some points to consider when trying to close that deal.  This applies whether it is a relatively modest project, or whether it is a major deal with state-owned enterprises and supranational entities.  People are people.  They all have the same motivations, whether it is greed, power or simply the need to be recognised.  They may cloak it with religion or nationalism, or myriad other causes and values, but people at the lowest common denominator are all the same – insecure and needing approval.

Firstly, never make the mistake of appealing to their sense of goodness, their altruism or their compassion.  None of this sells.  Always appeal to their self-interest.  You have to tell the other side what they gain from it.  You have to consider what they want and calculate if it is within your power to give it.  Structure it before you enter that meeting, and throw them the bone, as if you just thought about it.

Secondly, recognise that the more powerful the person is, the more they want to be the hero of their story.  Sometimes, it is advantageous to play stupid, and make them believe they came up with the idea themselves.  Play the sidekick, and make it their interest for the deal to succeed.  The documents can always say otherwise.

Finally, the more influential and powerful the person is, the less he likes to be told what to do.  Make suggestions, and ask leading questions so that they can come to predetermined conclusions.  Make it in their interest to sign that contract, and subtly tie their prestige and recognition to it.  This ensures that they will fight to keep that contract going, because the failure of the project would be seen as an impingement of their ego.