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Disruption

 

Disciplines > Negotiation > Negotiation tactics > Disruption

Description | Example | Discussion | See also

 

Description

Disrupt their thinking by breaking into their thoughts, distracting them, making them feel unsure.

Intrude into their personal space. Provoke them when they are thinking. Say things they do not fully understand. Change the room layout. Sit next to them. Put them facing into the sun. Move proceedings into a cramped small room or a big auditorium.

Then take charge and direct them towards the way you want them to think.

Example

Sorry, the room from yesterday is taken. This is all we have today. You sit there. It's a bit uncomfortable, but I'm sure we'll manage.

I know you're thinking about this and it's late, but you also need to consider our design people, who I'm sure will have something to say.

Discussion

Negotiation is a process where there is simultaneous internal thinking and external activity. We are seldom good at doing more than one thing at a time, so by disrupting the context, we can stop the other party from thinking too much. This is particularly useful when you do not want them to challenge points you have made.

Disruption also brings their attention back to the room where they will be momentarily confused as they re-orient, during which you can take charge and control what is said and how the proceedings will continue.

See also

Distraction principle

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed