Sealing The Deal Over The Business Meal

The business meal can be an uncomfortable experience. You're thrust in a strange environment with someone you don't know, only to consummate a business deal. But successful business deals are predicated on relationships, and that means more than just sealing the deal over Skype or email (though those methods work too). In fact, the more you share with the person you're meeting in a social setting, the better your chances of a successful business transaction.

"Business is conducted with other people," Ashoka Mody writes in Lean Coffee . "It becomes intimate."

"We are drawn to people we like and respect," says renowned author Daniel H. Pink in To Sell is Human . "That's why we open up our wallets for charities that are led by CEOs we admire."

When you're meeting new people for business purposes, understand that their feelings and ambitions may be different from yours. You need to balance your openness and warmth with the need to close a deal.

According to Adam Grant, writing for Fast Company , the most crucial part of a business meeting is after the deal is made. We are hardwired to avoid taking risks in the face of uncertainty, and that means making a decision when we're not completely sure how we'll be perceived by others. For some reason, we like certainty even when it comes with a high cost.

Here's what you can do: Communicate genuine interest in the person you're meeting before, during and after your business meeting . If there's something you want to discuss privately that won't get in the way of your decision making, let them know. The more you give, the more they'll feel compelled to reciprocate.

Don't compete for attention. Being charismatic may be a necessity in business, but there's a point at which it becomes detrimental. Rather than being aggressive and jabbing at your new business partner to get their attention, let them know that you're there for them . When you assume the role of someone who is listening and interested, your new friend will assume the same.

Be yourself. To do this effectively, learn how to take your professional mask off . This goes back to feeling comfortable in an environment where you aren't completely sure what was expected of you. When you feel at home, you don't have to force yourself to be open.

Don't close off your options. Sometimes we get caught up in a negotiation and lose track of what we're really looking for. You can tell this is happening when someone plays a game of chicken and tries to win using intimidation or aggressiveness. Rather than closing the deal, focus on having fun and learning about one another.

That's how you crack the code behind sealing the deal over dinner.