Highlight similarities first (Influencing & Negotiation
Raise your pistol, you lily-livered cad!
 
People prefer to be persuaded by people who are like them and who do like them.
People are much more likely to say ‘yes’ to people that they share similar backgrounds, experiences and values with. 
Look for genuine similarities that you share with someone before you attempt to influence them.
 
Trainer Tools
Using Similarity Workshop Guide
 Documents
Using Similarity Infographic