Persistent wooing pays off in negotiations—provided it is done without conveying a sense of desperation. People prefer to do business with others who demonstrate that they want and appreciate the business. Tell the other party again and again how much you want to please them. Tell them how much you want to do business with them and how it will benefit them. Quantify the benefits for them. Woo them. Tell them why their decision to do business with you will be a wise one. Address their interests, not yours.