What does a near-death experience teach you about negotiation? At 19, I nearly died snowboarding in Verbier, Switzerland. That experience taught me lessons about staying calm under pressure that I still apply to difficult conversations and high-stakes negotiations.
In this video, I share my mountain survival story and five negotiation lessons you can use when emotions run high, a deal feels stuck or you’re struggling to see a way forward:
1. The calmest person has an advantage — control your emotional state before responding. 2. Know what matters most — get clear on the outcome you need. 3. Don’t confuse an obstacle with a dead end — a setback doesn’t mean you’re out of options. 4. Observe before you act — pause, listen and understand what’s happening. 5. Believe there’s another way — stay open to a solution you haven’t considered.
Whether you’re negotiating a salary, handling a difficult client or navigating conflict at work, these principles can help you think clearly and respond with greater confidence.
When the pressure increases, don’t speed up. Slow down.
I’m Tim Castle, negotiation and influence expert and bestselling author of The Art of Negotiation and Magnetic Influence. I help people build trust, communicate with confidence and negotiate better outcomes.
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Which of these five lessons do you need most right now? Tell me in the comments.
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