Everyone has problems from time to time. It is therefore difficult to always be cheerful or positive, but it is worth the effort to try and be pleasant and upbeat as often as you can, especially with suppliers and other business people. Even though buyers need to be firm, and when necessary give suppliers criticism about their performance or other bad news such as cancellation of an order, it reduces the hurt if you are a likeable person. It helps minimize the pain if you are sympathetic.

Being likable makes negotiations easier. When all other factors are equal, you receive better offers when suppliers enjoy doing business with you. When suppliers find it pleasant to deal with you, they will help you achieve your objectives, if possible.

Researchers have discovered that if certain psychological rules are followed, you can, on average, obtain better cooperation from other individuals. Here are a few things you can do to make yourself likable.

Greet suppliers with a smile. A frown will make suppliers be on guard and on the defensive.

Make sure you offer to shake hands, and do so with a firm hold. That doesn’t mean so hard that it may hurt, but certainly not limp or too soft. Research has shown that a firm hand shake does more to promote a good first image than almost any other behavior.

Remember names. A person’s own name is very important to people. Try to pronounce the name correctly. Repeat it during the conversation when you are talking to them. They will appreciate that, and it will help you remember their name in the future.

Address the other person’s interest. Find out what their objectives are and do what you can to help them achieve their goals, as long as they don’t interfere with your own objectives.