How to manage emotions and negotiate tough construction change orders with subs?

[ZacharyH]

I'm a project manager in the construction industry, and I constantly find myself in tough negotiations with subcontractors over change orders and timelines, where emotions run high and discussions often become adversarial. I know I need to improve my negotiation strategies to achieve better outcomes without burning bridges, but the typical 'win-win' advice feels too abstract for these high-pressure, zero-sum situations. For others in similar fields, what practical frameworks or techniques have you found most effective for preparing and executing difficult commercial negotiations? How do you manage your own emotions and defuse tension when the other party becomes aggressive, and what are some concrete phrases or tactics that help you steer the conversation back to a collaborative problem-solving mindset?