“Control Mind, Energy, Emotions, Better How To Win More Negotiations” – Negotiation Tip of the Week

“When negotiators control their mind, energy, and emotions, they strengthen overall control of the negotiation.” -Greg Williams, The Master Negotiator & Body Language Expert

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You will win more negotiations by controlling your mind, energy, and emotions. As a master negotiator and body language expert, I have witnessed firsthand how a negotiator’s mental state, energy levels, and emotional control made or destroyed a negotiation.

In this article, I share insights on how you can harness these critical components to enhance your negotiation skills and emerge victorious in more of your negotiations.

Control Your Mind

Question: Why is controlling your mind so crucial in negotiations? Answer: Because it determines the actions you take throughout the talks, it will govern if you win or lose the negotiation.

Your mind becomes the command center, pivotal in pressuring the other negotiator for more concessions or making them yourself. When your mind is clear, focused, and disciplined, you can approach the negotiation with a strategic mindset, anticipate your counterpart’s moves, and make better decisions.

When cluttered with distractions, negative thoughts, or self-doubt, your mind can severely undermine your negotiation position and outcome. You may struggle to stay focused and present, miss crucial body language signals, or make impulsive choices. Plus, you are more likely to stay engaged longer than beneficial.

To better control your mental state, consider these strategies:

1. Become More Aware: Heighten your senses to what occurs throughout the negotiation. Pay attention to how the opposition makes their statements and presents their offers. Their tonality and voice inflection will give you vital insights upon which to position your offers and counteroffers better.

2. Manage Self-doubt And Self-talk: Be mindful of your thoughts and inner conversations about how they influence your actions. Deny negative, self-limiting beliefs that otherwise disempower positive affirmations that can boost your negotiation confidence and flexibility.

3. Envision Successful Outcome: Visualize a successful negotiation outcome, and imagine the mindset you adopted to get there. Doing that will offer two benefits. First, you will become more thoughtful about your tactics and modify those you believe are not beneficial. Second, it will infuse you with a can-do attitude that will serve you well during the negotiation.

Control Your Energy

During negotiation, your energy level is crucial to your success or lack thereof. It also determines your quickness of thought and how you perceive your actions and those of your opposite. To improve your energy for negotiation success, consider these strategies:

1. Practice Self-care: Before negotiating, be rested, and be sure not to be bloated from excess eating. To enhance your efforts, exercise 30 to 45 minutes before the talks. Doing that will give you more immediate energy, boosting your mental agility throughout the negotiations.

2. Control Stress: Stress can disrupt your thoughts, allow you to become less effective, and set you on a ruinous path to negotiation misfortune. If you experience stress during the negotiation, call a time-out and alleviate the mental paralysis afflicting you. If you cannot overcome your stress, discontinue the negotiation until you can cope better. No good will come of your efforts under those conditions.

3. Practice Time Management: The more time you are engaged in a negotiation, the more likely your energy will decrease; that is when you may become most vulnerable. To overcome that, set mile-markers in your mind for where you thought you would be at any point in the negotiation. If you are behind your estimation, consider how you will increase the negotiation flow. Remember, the more time spent in a negotiation, the more likely unnecessary concessions are made.

Master Your Emotions

Emotions are crucial in negotiations, influencing your decision-making, communication, and overall presence. When you control your emotions, you can respond calmly and rationally to your counterpart’s tactics, maintain a professional demeanor, and make strategic choices that serve your best interests.

Listen to the story playing in your mind to control your emotions better. Be it true or false, that narrative influences your actions. So, if you do not like your self-story, tell a different one. I am not suggesting that you stray from the path of reality. But you can find an alternate story that will be more self-serving. Use that to master your emotions.

To master your emotions for negotiation success even better, consider employing the following strategies:

1. Enhance Your Emotional Intelligence: Emotional intelligence is about knowing who you are, what triggers your actions, and how you see yourself and others around you. Maintaining a decorum that serves you in negotiations will lead to more successful outcomes. To that end, practice positive alterations of your behavior based on triggers that set off negativity within you during times away from the negotiation table. Doing that will enhance your emotional intelligence and allow you greater control over your emotions during your negotiations.

2. Listen Intently: Listening intently during negotiations, observing at what point something is said and how the opposition delivers its message (hostile, calm, etc.), lends enormous insights into how the opposition feels about its statement.

3. Pauses: During negotiation, a pause can be potent. If used strategically, silence can solicit additional information you might not otherwise receive. Plus, it gives you time to think. It can also cast the appearance of you contemplating an offer. Do not be afraid to use pauses during your talks. It can also give you time to master your emotions.   


Negotiation can be fraught with turmoil and pitfalls that can throw you off your plans and leave you distraught about where you find yourself. But, if you maintain greater control of your mind, energy, and emotions, you will enhance your chances of reaching a more successful negotiation outcome. And everything will be right with the world.

Listen to Greg’s podcast at https://megaphone.link/CSN6318246585

After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com

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