Negotiating with Emotion (Reading 2.4)

      Negotiation is simply a matter of cool calculation.  It's important to be poised when warming up for a negotiation.  Having positive feelings can increase creativity and certainly help with being more prepared. 
      Recently, I was offered a job after graduation, and I intend on negotiating my salary before I accept the position.  Below are the six questions I plan on preparing for before my upcoming negotiation. 
1.)  How do you want to feel going into the negotiation?
2.)  Why?
I want to be optimistic and have positive emotions.  I want to be prepared, educated, confident, and strong.  I feel if I prepared with valid reasons as to why I deserve a higher salary, they would be more agreeable to my request.  I also want to be prepared with comebacks if they shoot down my request.  I don't want to go in and just say "ok" if they reject my request.  I want to comeback again with great reasons as to why I deserve it.  For example, not only do I have a degree, but I also have 21 years of work experience under my belt, then go on to explain or reiterate all the skills and knowledge I have gained over the years. 
3.)  What can you do beforehand to put yourself in an ideal emotional state?
Before a negotiation, for me, it's important to "clear my head" or meditate for a few minutes.  Sometimes just closing my eyes and taking some deep breaths helps me focus and get my thoughts on track and in order.  It also gives me a minute to remember key things and remind myself to stay calm and relaxed.  This helps me to get in that state of mind. 
4.)  What can throw you off balance during a negotiation?
I need to be prepared for possibly not getting the answer I want.  I want to be ready and know how to handle the situation if my request is turned down.  I don't want to give them a negative impression or say something that could change their impression of me if I don't handle the situation correctly or professionally.  Also, if they do give me what I want, I don't want to overreact.  My focus is to stay calm, professional, and respectful at all times. 
5.)  What can you do in the midst of a negotiation to regain your balance?
If I am thrown off balance, I would want to regain my balance by being prepared with another comeback.  I want to be firm in letting them know I deserve a higher salary and why.  I want to be prepared with several comebacks without being pushing or overbearing.  I want to be prepared at staying calm and respectful at all times. 
6.)  How do you want to feel when you're finished?
I want to feel accomplished and satisfied once the negotiation is over.  Even if I don't get what I want, I think just taking a stance and being prepared with good reasoning as to why I deserve a higher salary would make me feel that I at least tried.  At least I asked and let them know that I feel confident and worthy of the job I'm doing.  This alone would make me feel proud that I explained to them that I'm definitely worth it and I gave good answers as to why.