How to make your presentation more persuasive?

When we make our presentation (offer) during a negotiation, we always have to take other party's interest, concern and fear into our consideration. Then we produce a proposal mutually acceptable. Nevertheless, such a win-win proposal cannot always be attained, though we aspire to and work hard on it. Sometimes, we still have to use "persuasiveness" to present our points in a sophisticated way -- never to offend or irritate the other party you are negotiating with.

Usually, the "persuasiveness" can be achieved by:
1. challenging his (her) needs
2. challenging his expectation
3. challenging his power (including the figure, parameter, examples, precedence he raises)
4. winning his fondness (liking) for you

How to ask proper questions to verify your assumptions, or to unearth his (her) interests, concerns and fears?

Asking proper questions (direct, indirect) can be very important and instrumental in negotiation.
But how?

Please post your reflections here!

You may post your reflections on:

1. What is "negotiation"?
2. What are the differences between "negotiation," and "persuasion"?
3. Why is negotiation new way of communication?
4. What is "politically astute negotiation"?
5. What are the arts of negotiation?