Success in B2B relationships is determined by two factors: professionalism and pleasure. What does it mean?
At some level of business negotiating tricks do not work. Your partners probably know them better than you. Then just remember that our partners expect:
Professionally prepared offer,
Well prepared conversation partner.
But is extremely important to create a friendly business environment. You need to be able to plan the right time for business talks and spending time together with the client. We better work with people we know, understand their views, learn from them.
To create a good meeting atmosphere, you need to be focused on working with your customers, not just your sales goals.