We have a fast brain and a slow brain. When we need to Influence or Negotiate, we will have a case to present.
Facts and Logic. A convincing argument. This is your slow brain.
The fast brain will decide very soon after you start speaking whether you are worth listening to or whether you are credible.
Imagine that you are doing a sales presentation or tendering for an important contract. You content will persuade them, providing they listen or believe you. They will decide to believe you based on their emotions and subtle cues from you. If they decide in a few seconds that you are credible or trustworthy then they will classify your content positively. You may even get away with mistakes.
The reverse is also true. If they decide they don’t trust you, there is no in point completing your presentation. Be honest and curious. Know it alls and tricksters won’t get past first base for the majority.