Top Ten Series: 9. How do I manage emotions during a negotiation?

Managing emotions during a negotiation is much like navigating a crowded airport during the holidays—if you let stress overwhelm you, you might miss your flight or get caught in a chaotic mess. Here’s how to stay calm and ensure your negotiation process stays smooth and on track:

Focus on facts rather than feelings. Think of facts as your flight schedule—keeping the discussion anchored in objective data helps you stay on track and avoid getting sidetracked by emotional baggage. By sticking to clear, rational information, you can avoid turning a smooth negotiation into a frantic scramble at the gate. This approach ensures you’re well-prepared and can efficiently manage any unexpected twists or delays that come your way.

Use techniques like meditation to manage stress. Picture meditation as your pre-flight relaxation time—just a few minutes of deep breathing or mindfulness before and during negotiations can help you stay calm and composed, even when the airport (or negotiation) gets crowded. Meditation helps you stay grounded and focused, making it easier to handle any unexpected delays or disruptions. By consistently practicing these techniques, you develop a mental resilience that helps you remain calm and collected, even in the midst of the most chaotic situations.

Take a break if emotions start to escalate. Think of it as taking a moment to sit in the airport lounge and catch your breath. A short pause allows you to regroup, reassess your approach, and return to the negotiation with a refreshed mindset and renewed clarity. This intermission provides you with the opportunity to reflect on your priorities and strategy, ensuring that you’re better equipped to handle the discussion when you resume.

By focusing on facts, practicing some pre-flight meditation, and knowing when to take a break, you’ll manage your emotions more effectively during negotiations. And remember, the best negotiations—like the smoothest flights—are those where you stay calm, stay on schedule, and reach your destination with ease. 

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