Push the pause button

Everyone has a pause button — a little device inside our heads that helps us maintain emotional distance in a negotiation. Some use it more than others. Others don’t use it all. The pause button can take many forms — it can be a break during a heated negotiation, or it can be a moment of silence when you don’t agree with someone’s argument.
When you use your pause button during a negotiation, you prevent yourself from saying things you may later regret. Your pause button also allows you a moment of reflection. When you don’t use your pause button, you may jump into a deal too quickly because you didn’t spend enough time thinking about your words and actions.
Never let your emotions take control of your actions. Figure out in advance what sets you off. Identify your hot buttons. When you know what upsets you, talk about it with others on your team so you and they are ready if this kind of situation arises. We all have hot buttons, so we may as well deal with them upfront. If a negotiation looks to be headed south and talks are at a standstill, don’t panic. Use your pause button. Think about the steps that got you to this point. Instead of making outlandish demands or angrily storming out of the negotiating room, take a breather and suggest meeting at a later time.