Why you may press pause during a negotiation
Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next few months, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
Sometimes during a negotiation, the pace shifts, confusion arises, patience (yours or the other party’s) runs out, tempers flare, matters get out of hand, unexpected developments disturb the progress of the negotiation, or things simply bog down and you don’t know how to proceed.
It may be time to hit the pause button. You can suggest a comfort break, a snack break, a stretch break, a lunch or dinner break. You may even suggest calling it a day and rescheduling to continue the negotiations another time or day. If the other party doesn’t want a break, then tell them you need one, excuse yourself, and take it. They can’t negotiate without you. And if you taking a break is a deal breaker, the deal was probably already dead.
When you need a moment to think, pause. When you don’t know what to say or do next, pause. When you feel cornered, flustered, or put on the spot, pause. Many people are reluctant to pause because they’re uncomfortable with silence or they’re worried about what the other party may think. But pausing is never a problem in a negotiation unless you make it one in your head. Be willing to pause at any moment when you feel the need. Then start up again from a place of balance and continue negotiating.