Maintaining your cool and being in a state of equilibrium is a huge asset in a negotiation. When the other party loses it, you benefit by staying calm instead.
Most negotiating articles, books, training programs and other resources focus on techniques, tactics and counter-tactics. These, however, are often ineffective, manipulative and inauthentic and, even when good, are not the key to true negotiating success.
Authentic negotiating is the secret to true negotiating success and there are three keys to authentic negotiating:
Clarity: Authentic negotiators know what will and won’t work for them on every significant term, and what their true bottom line is – from a place of clarity, not ego.
Detachment: Authentic negotiators can walk away from a negotiation with no hesitation – not from a place of anger or upset, but from a place of detachment with no judgment or hard feelings.
Equilibrium: Authentic negotiators don’t let emotions dictate their actions. Instead, they maintain equilibrium during the heat of tough negotiation to stay present and preserve their clarity and detachment.
Read the rest of my article and tips at thoughtleadersllc.