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

Take a Break

Disciplines > Negotiation > Negotiation tactics > Take a Break

Description | Example | Discussion | See also

Description

When you're unsure and need to check things out, looking up facts or calling other people, take a break. You can also use the break as a disruption tactic, breaking up their flow, especially when things are going well for them. Another reason to take a break is where you think you are being pressured.

Breaks can range from seconds to days. Pausing within the discussion can give you vital seconds to gather your thoughts and reflect on suggestions. Refreshment breaks give time to talk with others and look up detail. Overnight gives even more time. You may also want to go back to your people and discuss the situation.

Example

Hang on, just let me think for a moment about that.

Excuse me, could you direct me to the bathroom?

Hmm. I have heard some interesting things today and want to step back to reflect. Let's meet again next week.

Discussion

We often pressure ourselves into quick agreement or allow others to pressure us. In most cases, especially if we are buying and there is no real urgency, we can step back at any time to collect our thoughts and make cooler decisions.

The human brain is very clever at making decisions based on large amounts of uncertain data, but is prone to many decision errors and traps, especially when stressed. By giving it time to reflect it can be much more accurate.

Breaks as disruption work when they interrupt flows of thinking and speaking. When you return you can also use this to rewind and go back to a former stage.

See also

Interrupting, Decisions