Get Calm and Achieve the Best Negotiation

I'm going to start this article with an imaginative exercise. Picture a scenario where you are in the middle of an important negotiation for your company. The counterpart has a formidable negotiating style, and you are stuck because they insist on the lowest price in the contract and you cannot concede. It goes without saying that negotiations in such situations often don't conclude as we would like.

Experts say that the first thing needed in all negotiations is self-control. Easy to say, but quite challenging in practice. Humans require inner peace to remain calm in stressful moments, especially when personal issues compound the stress during critical meetings.

Neurologically, humans have a “fight or flight” response rooted in our reptilian brain, which can overwhelm our rational mind. This is often referred to as “Hostage Mentality,” and it's why many people end up confronting others aggressively.

But what if I told you there's a way to train your mind and unlock your full potential? It's simple, cost-effective, and best of all, it only takes five to ten minutes a day. This technique is none other than Meditation. Used by many CEOs and CFOs, meditation helps reduce stress levels significantly.

You might be skeptical, wondering how meditation can be relevant to business negotiations. According to the editor and CEO of LA Base Meditation Studio, meditation is a practice that teaches you to disconnect from distractions, live in the present moment, and take control of your circumstances. It helps you manage your reactions and emotions instead of being controlled by them.

In her book, "Unplug: A Simple Guide to Meditation for Busy Skeptics and Modern Soul Seekers," she offers numerous ways to integrate meditation into a hectic lifestyle and take charge of your emotions.

For example, before an important meeting with a Brazilian company, I used techniques from the book to manage my anxiety and prepare effectively. My team and I were thoroughly prepared for the presentation, but mastering my emotions was crucial to confidently leading the discussion.

Here’s a quick meditation guide I call “A Quick Shot of Calm”:

• Duration: 1 to 5 minutes
• Ideal for: Relieving anxiety, cooling-off anger, or releasing frustration.
• When to use: Whenever tensions are high.

Steps:

1. Take seven breaths, inhaling through your nose and exhaling through your nose.
2. Take seven more breaths, inhaling through your nose and exhaling through your mouth.
3. Finally, take seven breaths, inhaling through your mouth and exhaling through your mouth.

Follow this pattern: in nose/out nose for seven breaths; in nose/out mouth for seven breaths; in mouth/out mouth for seven breaths. Afterward, resume normal breathing and notice the shift in your energy.

This technique can bring you back to the present moment, whether you’re about to give a speech, make a crucial decision, or enter a challenging negotiation. It’s an effective way to achieve calm quickly.

In conclusion, professional negotiators need every available skill to remain calm and poised, which in turn enhances their ability to apply effective tactics and strategies.

I'll leave you with a quote from Robert Estabrook, the former editor of the Washington Post: "Whoever learns to disagree without confrontation and without being disagreeable obtains the precious secret of negotiation."

Thank you to all my readers for your incredible patience and dedication to reading my articles.

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Efraín Corona, CEO at Capital Flow, your partner in financial success. Since 2013, we have been driving the future through brokerage and financial consulting. Our commitment is to support your personal or business growth with tailored financial solutions. Together, we will achieve your financial goals and empower your projects.