Disruption

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.

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.

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Disruption

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Site Menu

Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And