Reflection - Negotiations

It has been quite a challenge to sell Fabulyzer to some people and then negotiate with them, but at least I have learned a few things while doing so. Firstly, I've learned active listening makes a big difference when negotiating. I say this because on my first interviews I was constantly thinking of which question I was going to ask next, instead of paying attention to my "potential customer". Because I was so worried about the questions, there was complete detachment between the customer's feelings (emotions) and myself. Finally, it got to a point that even my interviewee was asking what the next questions were going to be. It was obvious that something needed to change. This is when I changed my strategy and decided to reiterate to my customer what he/she had said in order to listen closely to what was being said. So if my customer said something like, "I exercise because I want to feel more active", I would now reply, "wanting to be more active is a great motivation, how do you keep track of how active you are?". By repeating what they said, I was placing myself on their shoes and that creates empathy. In terms of my negotiating style, I am more of an accommodating style because instead of being more assertive, I tend to be more timid during the negotiation process. Being calm and patient was useful when talking to people who had time in their hands, but not practical when people were in a hurry. So I need to be more assertive in order to reach a Negotiator style. Any ideas?