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Delays

 

Disciplines > Negotiation > Negotiation tactics > Delays

Description | Example | Discussion | See also

 

Description

Use time to stretch out the negotiation, especially at critical moments.

When you feel you are being pressured or hurried, take a break or otherwise put off making any decisions until you have thought things through.

When the other person is constrained by deadlines, delay right up to the wire.

Dangle something under their noses that makes them salivate and then do not talk about it until later.

Example

Excuse me, I just need to go the to the bathroom.

Well, we could look at the things you want. But it's time to stop for today.

John will be very unhappy if this does not happen. I think I will call him in later.

Discussion

Introducing delays can be helpful for you to regroup and rethink.

When you have increased tension of some sort in the other person, whether it is desire for something you may give them or some negative consequence of not agreeing, then a delay can serve to heighten that tension as they focus on the good and bad possibilities.

The tension of delay is increased with uncertainty, when the other person cannot predict what will happen.

See also

Breaking it off, Deadlines, Tension 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