Stay calm by focusing on facts and objectives rather than emotions. Listen actively to understand their concerns and find common ground. Use data and logic to support your position while remaining flexible in your approach. Take breaks if needed to maintain clarity and control over the discussion.

What I did was to stay calm. I allowed the partner to vent and say all that he had in mind. His constant complain was that his company was taken for granted and on our side we did not implement what he had asked for. After almost 5 minutes monologue (5 minutes is quite a long time), I apologized even when I knew we had not done anything wrong. He was happy that we had seen our fault. I asked for a tea break. During that time, we talked about other things not related to the negotiation (sports, family life etc). The more we talked on a personal basis, we discovered we had common interest. After the break, the tone of the conversation changed significantly and we were able to address the main point of the negotiation.

I stay composed by focusing on facts, not emotions. I take a step back, breathe, and listen actively to understand the partner’s concerns. Maintaining respect, clarity, and a solution-oriented mindset helps de-escalate tension and keep the conversation productive. Best, Nazareth Ribeiro

When negotiations heat up, I remind myself that the clearest mind—not the loudest voice—moves things forward. I stay grounded by focusing on our shared objective/goal and using simple strategies: pausing to respond rather than react (silence can be powerful), labeling emotions to defuse tension (acknowledging what the other party may be feeling without agreeing or disagreeing can help ease tension and confirm intention), and mentally zooming out to see the long-term impact (ask yourself, "How will this affect our relationship or outcome in 6 months/1year?". Sometimes, a quick break or light comment helps reset the tone. Staying composed isn’t about suppressing emotion but using it with intention.

Had that exact situation last quarter—negotiations with one of our key distribution partners started getting heated. Emails turned sharp, calls got tense. It was clear they were posturing, trying to squeeze better terms by cranking up the pressure. Oldest play in the book. Once I had the room calm, I shifted to calibrated questions: “How do we structure this so it protects both sides long-term?” That re-centered the convo around shared interests instead of friction. Staying composed isn’t about biting your tongue—it’s about controlling the emotional tempo of the room. That’s what turned the corner. We didn’t just salvage the deal—we made it stronger.

First, I take a deep breath and stay calm. I listen carefully to what the other side is saying. I don’t take things personally, even if talks get tense. I focus on the goal and not just the problem. I speak clearly and avoid harsh words. If needed, I take a short break to think things through. Staying calm helps me make better choices and keep the talk on track.

Remain calm by focusing on clear intentions and mutual respect. Listen actively, seeking to understand before responding. Speak truthfully and keep your promises, even under pressure. Remember that every challenge is an opportunity to strengthen trust and grow in patience. When tensions rise, pause briefly to collect your thoughts rather than reacting quickly. This steady approach not only helps you stay composed but also inspires confidence in your partners and your team.

It starts with preparation. Before I sit down at the negotiation table, I identify positive traits in my counterpart that I genuinely respect. This creates a sense of sympathy that helps me stay calm when tensions rise. If emotions flare up at the table, I immediately label what they’re feeling to help them regain focus. In contrary to some, I actively try to avoid relying on facts and objectives, because this is arguing and by arguing the other side may not feel heared. I clearly prefer labelling or mirroring over arguing.