Over-education bundled with greed for middle- and upper-middle class goodies led me away from the career/life wisdom assimilated in the mean streets of Jersey City, New Jersey. Fortunately, in 2005, I dumped all that dumb stuff and returned to my early socialization. Here you can read all about that in this e-book which more than a 1 million confused worker bees/entrepreneurs have also read Download CUsersjasneDocumentsjg.pdf.
The short version is: The smell of fear is what does us in. Forget anyone having mercy on us when we allow that smell to permeate a transaction.
How to delete fear? Strategic thinking. Sure, when we size up the situation, we may have be decide to fold, for at least then. But the message we communicate is that it's not fear driving us but reality.
In the lion's share of tough encounters I have had to back down about 20 percent of the time. Overall I now have the advantage of surprising my opponents, enemies, and even allies. They rarely if ever expect anyone to be strategically thinking the way out.
Takeaway: Replace fear with strategy. It never fails.