Proactively identifying and verbalizing predictable negative emotions in a negotiation can help deactivate them.

“And your gut instinct before that, you were referring to when you want to say, look, I don't want you to think I'm being greedy. Your gut's telling you it's highly predictable. You're going to come off as greedy. So let me be proactive and say it's probably going to seem like I'm being greedy, and that's the dialing over to what is eminently predictable in the interaction, and just being proactive to deactivate the negative emotions that either are taking place or what our experience has found.”