Through a series of role plays, I coached him on visuals, body language and orals. Ultimately the guy walked into the meeting with confidence and left the meeting with a check! Here's a skinny of what matters in such negotiations. It's a mickey mouse game so play by the rules.
Power is perception: Request a 1:1 meeting in person in a neutral location. Be there before time, choose a seating location that positions you in a state of power!
- Do a confident hand shake, a look into the other party's eyes, and wear a black suit and a bright color tie, scarf etc! Exude seriousness and confidence.
- Curb the tendency to talk! This isn't the time to bond! Pause before you answer any questions. The pause always makes people nervous.
- Don't ask a question you don't know the answer to. Ask what he/she thinks could be the consequences of non-payment. Give a subtle smile whatever the response.
- Try not to blink when you talk, use hand gestures that show you opening your diaphragm and broadening up versus slouching positions. It's a sign of power.