Breathing through your nose instead of your mouth is a small switch that changes how your nervous system reads a stressful room. Mouth breathing tends to speed you up, nose breathing tends to slow you down, and in a negotiation, slow reads as confident. Larry Chiang’s SuperModel layer is built on optics that only work if you are actually calm, not performing calm while your chest is heaving.
A pen-drop close depends on silence, and silence is much easier to hold when your breathing is not audible or ragged. Before you walk into a high-ticket meeting, a few minutes of slow nasal breathing can do more than a pep talk. It is a two minute habit, not a wellness commitment, which is why it fits inside a PQRST prep routine without adding real time.
Preview the room, question your weak points, read your notes, and breathe through your nose while you do all three. People who breathe fast talk fast, and talking fast in a negotiation usually means talking yourself into a worse position.
Larry’s claim is that he settles his breathing on purpose before he asks for the deal, because the ask lands differently when the voice behind it is steady. That is a personal habit he describes, not a rule with a citation, but the mechanism is simple enough to test yourself.
Try it before your next call, four counts in through the nose, four counts out, and notice what happens to your pace. A steady breath is free, it costs nothing, and it is available in the sixty seconds before you sit down across from the buyer.
Details: Watch Larry on staying steady
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