0:01 The title of this section is the calmest person in the room. And I want to expand on the previous lesson about body language and behavior and mind frame on this because it’s something that I feel like needs to have its own separate discussion. 0:21 Now, we talked about the jittery, you know, hand-waving, very anxious type of a person. The person who is the calmest person in the room is the person who thinks the clearest.

0:34 They’re not letting their emotions get a hold of them. They’re lending themselves to the preparated facts that are already happened. 0:41 You’ve already got your list. You know exactly what you’re trying to accomplish here, your best and worst case scenarios, what you’re willing to give up, what you’re looking to, to move forward with first, and you know that you’re trying to get all the facts out in the open before you even start the

0:57 negotiation. So, aside from that, the nerves of the moment, your calm demeanor is going to carry you into a different type of negotiating position. 1:11 It honestly makes nervous people more nervous and it kind of throws them off their game a little bit, but you’ll notice that you, you can think a little faster. 1:21 And you put things together a little bit clearer than the person who is all inside their mind. Now, this takes time.

1:30 And I know that, you know, it might look easy to just sit there and think about, you know, I’m not going to be worked up and upset. 1:38 I’m just going to sit there and let it happen. I’m going to be very stoic. Sure. If that’s your personality, it’s going to be easy. 1:44 That’s kind of how I roll, but I am worked up beforehand. You know, I know everything that there is to know before I go into that hearing, because that’s my prep level. 1:57 I want to be that guy. So when I get there, it’s game time. I’m in the zone. I’m ready, you know, and it’s kind of unnerving to some of the people who haven’t met me yet.

2:09 You know, they don’t know what they’re walking into. They don’t know, you know, all the details. When a lot of people will just say, alright, I’m going to take that to my client. 2:17 Well, we’ve already discussed it. I already know. So, I know exactly what’s going to where we’re at, what our positions are, and how we go about this. 2:24 And it makes all the sense in the world to me, to be able to accomplish these things. Calm, cool, collected, you know, thoughtful, and I can give the people who rely on me the best case scenario for the outcome.

2:39 So, thank You need to know that. So, what does that mean? You know, you need to be ready, you need to be aware, you need to be present. 2:51 And distractions are, you know, the bane of the existence of all of this. But if you can stay focused for the time that you’re in front of this, you will be more calm and more aware of what’s going on and be able to take what’s coming at you in the preparation that we’ve already done.

3:11 So, I encourage you to position yourself this way. Years of experience have told me that this, this is the one determining factor that will make a huge difference regardless of your facts, your, your outcomes, your, you know, the rest of your understanding of what you’re trying to accomplish, your demeanor 3:32 and being able to take some emotion out of this will jumpstart your success.