Uncertainty is what spikes you before a negotiation, not the negotiation itself. Your body cannot tell the difference between a genuine threat and a meeting where you do not know the numbers cold. PQRST exists to remove uncertainty on purpose: preview the material, question your gaps, read and summarize before you test it live.
Every fuzzy point you clear in advance is one less thing your body has to react to in the room. House money works the same way from a different angle: a cushion you built ahead of time means you are not negotiating from need. Negotiating from need is where the physical spike is worst, because the outcome actually threatens something.
Negotiating from a cushion means a lost deal costs you a deal, not your rent. That distinction shows up in your face and your voice whether you mean it to or not.
The video below shows what steady looks like when the stakes are real and the prep is done. None of this is about suppressing the stress response, it is about giving your body less to respond to.
Walk in prepared and funded by your own cushion, and the room gets a version of you that is actually thinking. Walk in guessing and stretched thin, and the room gets a version of you that is just reacting.
Details: Watch Larry on staying steady
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