Control the Flow

Description:  Negotiating isn’t all about the destination — you have to monitor and control the pace as well.

Good negotiators know how to keep the conversation moving or slow it down as necessary.  Remember the TIME TACTICS.  Whether it’s putting a sticky issue on the back burner or making a symbolic concession to break an impasse, maintaining forward momentum can be the key to success.  Recessing and silence can have the opposite effect – slowing down an exchange that threatens to turn into a runaway train.

Good negotiators know how to monitor and moderate the pace of a negotiation.

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