Gallo talks about stepping back and knowing what the goal of the decision point is (not to win) and ensuring that we stick to the ultimate goal which is advancing the task at hand.  Personally, this can be difficult as we don't want to be a pushover, but that is exactly what puts us in that position. what techniques (in the moment and pre/post meeting) have you used to remind yourself of the larger goal? Discuss with examples and address your referrences.