You are an entertainment lawyer, working in-house at a major record label. Your CEO is your client, and you're heading into a meeting that could be potentially challenging - you need to convince a top TV broadcaster to pay you for a use of content that historically has been viewed as "promotional/free" use. The broadcaster is a very important partner, and your instructions from your CEO are to make sure that you leave with a solution, but also to "make sure they like us". Relationships are very important to your CEO. You have prepared her for the meeting, including from an EQ perspective. When you walk in, you are younger than everyone in the room by at least a decade. There are 5 people from the other side in the room, and only two of you on your side. The lawyer on the other side immediately starts yelling and trying to minimize you in front of your client. She is making very personal attacks on your abilities and implying that you don't understand the situation because you don't have a lot of experience. Your CEO is looking at you for direction.

From an EQ perspective, what do you need to do in this situation, either before, during, or after the negotiation?

1. With respect to your CEO?
2. With respect to the lawyer on the other side?
3. With respect to your own emotions?