Description: They want you to get hot. You’re going to stay cool. Don’t blurt out a response every time the guy across the table calls out a number or makes a statement. Inhale, exhale. Take your time — think about your commercial interests and not your wounded pride.
This isn’t a specific tactics per se, but the idea is simple and consistent: keep your cool. Many tactics are designed to make you respond emotionally and irrationally. Stay calm, don’t get swept up in the drama, and keep you wits.
Intent: The primary purpose of this counter is to avoid irrationally responding to a provocation. The secondary function, however, can be just as important. You want to control the flow of the exchange and exert influence on the direction of the conversation.