Breathe

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.

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