Do you think it’s important to “speak quickly” so you “can sound more like a native speaker” or “sound more confident”?
That’s a common challenge I see with my clients and many managers, directors, and founders during tense negotiations:
The Problem:
They get nervous, the pressure kicks in, and they start talking too fast.
They rush, over-explain, try using fancy English words to overcompensate for their nervousness, and spill out way more details than necessary or desired.
And it gets worse when they’re dealing with aggressive personalities or native English speakers.
Someone interrupts them, pushes them, or tries to control the conversation—and they fold.
They speed up, lose clarity, and lose control of their speaking pace and content.
The result?
Their message gets weaker, they lose more deals, and they don’t communicate as professionally as they’re capable of.
The Solution:
Here’s the truth:
The person who controls the pace of the conversation usually controls the outcome.
Slow it down and set standards.
You don’t need to fear aggressive or unreasonable people.
You don’t need to “match” their energy.
You need to control the environment and dictate your standards.
And one of the simplest, most powerful standards you can set is this:
“If we’re going to have a productive conversation, you need to cooperate and answer my questions.”
That’s it.
Respectful, but firm.
I use this when needed during sales calls:
If someone jumps in and says, “Just tell me the price! I don’t have time to talk!”
My response is simple:
“If we’re going to work together, I need to ask a few questions to understand your situation.
If that doesn’t work for you, we can end the call right now—no problem.”
What happens next?
100% of the time so far (for nearly 7 years now since starting business), they adjust to my standards, and instantly, their “aggressive”, “tough” mask comes off.
They cooperate.
Why?
Because they want their problem solved more than they want to try to “control” the conversation.
Ultimately, this helps me close more deals, AND I can also judge and determine if the prospect is willing enough to cooperate.
Think about it:
If your potential client doesn’t cooperate or trust you enough during a sales call, why would they cooperate or trust you enough during a paid collaboration?
When you slow things down and hold your standard, you shift the dynamic.
You show you’re not reactive, not pressured, and not easy to push around.
That’s where real authority and confidence come from.
When you stand your ground, slow down the pace, and filter out people who are just trying to take without reciprocating,
You create opportunities for genuine win-win deals that will lead to awesome results for both you and your counterparts.
Wrap Up:
Here’s the takeaway:
Stop rushing conversations.
Stop letting others dictate the pace.
Slow the conversation down, ask your questions, and make it clear that productive communication requires cooperation.
You don’t need to out-talk aggressive people.
You just need to dictate the pace of the conversation.
Dictating the pace of the conversation gives you more control and influence over the direction of the conversation.
That’s all for today,
Carlos
PS. If you’re a global life science manager or director who is trying to negotiate more assertively in English at work, click here to learn how I could help.