How to Make People Like You in 90 Seconds or Less is a great book that I read a few years ago. When I read the book, I was a full time low-level manager at Best Buy. I used the tatics on the sales floor and they worked! My favorite tip from the book is the advice given about breaking down people’s walls. For example, if you are talking with someone who you can visually tell is not open (example: arms are crossed), try mimicking their behavior to get them to loosen up. Subconscious, they will realize a connection between their behaivor and yours. They will loosen up because they recognize the similarity. Once you open a person up, they are more likely to like you and are more likely to negotiate or buy.

I followed the link to Angela’s post, and I though she had another stellar tidbit for improving one’s image — introduce yourself with your last name as well. The more information the person reveals about his or her self, the more the the other person will reveal also. Getting more out of someone than just his or her first name goes a very long way in establishing common ground, and those similarities are the key to forming strong relationships.