1- Stay calm and reassess: Don't react emotionally. Take a moment to understand the new dynamic and reassess your position. 2- Shift focus to value creation: Emphasize mutual benefits and long-term gains to steer the conversation away from power struggles.

First I focus on staying calm and listening carefully to fully understand the situation. I quickly reassess the main objectives and look for common ground to steer the conversation in a positive direction. I approach the situation with a calm and positive mindset, avoiding exaggeration. If the surprise is significant, I don’t hesitate to take a short break to relieve the tension, enjoy a cup of coffee in peace, and then return with a clearer perspective to offer well-thought-out strategic solutions. This flexibility allows me to turn challenges into opportunities for better results.

Stay calm and use active listening to recognice the tactic & the motive. Access your options and present a different perspective for mutual benefit. If necessary, employ a counter-tactic, such as a strategic pause or a sudden withdrawal from the negotiation. In any case stay focused on your goals while been willing to find a common ground, and if the negotiation becomes too unproductive, be prepared to walk away.

It's important to stay calm, keeping perspective and using strategies like reframing to adjust effectively to power plays and steer the negotiation towards a more balanced and mutually beneficial outcome. There's need to take time to assess the situation before reacting. You can reframe the approach to shift the dynamics back to a more constructive and problem solving alternative. You can also control the pace to get enough time to assess the situation to avoid haste decisions.