How we change what others think, feel, believe and do

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