Taking notes now for pauses later

Taking notes is helpful at many points in a negotiation, but note taking can also be a pause button. In fact, one of the best times to pull out your pen is when you need to pause. Writing down statements that con-fuse or upset you is an excellent way to push pause. Rather than blurting out an inappropriate or angry response, tell the speaker to hold on while you write down the statement. Asking the other party to check what you’ve writ-ten to be sure that you got it right can be enormously effective if the words upset you. The process of putting those words to paper almost always causes the other party to backtrack, amend, or better yet, erase the words altogether. You’ll find that most people don’t want their unreasonable statements on paper for all the world to see.

Checking with the boss: A classic that needs a little prep

If you plan to consult with your boss as a means of pushing pause in a negotiation, you should let the other party know that you don’t have final say. However, like everything else in a negotiation, don’t try to use this reason unless you have a boss whom you have to check with from time to time. Admitting early in the negotiation that you don’t have final authority is often beneficial. Make it clear that someone above you must approve the decision. That way, the other party won’t get angry with you. Working this information into the beginning of your negotiating formalizes the pause button and sets the tone for a thoughtful, considered negotiation.

Telling the Other Person That You Need a Pause

Everyone has a different way of pushing the pause button. Sometimes, how you push pause depends on the situation. Here are some of the more common pause buttons you can use:

• Ask for a night to think the negotiation over. Most people will respect your request to “sleep on it.”
• Excuse yourself to the restroom. Who’s going to refuse that request?
  
• For a short break, just lean back in your chair and say, “Wait a minute, I have to take that in.” For a dramatic touch, try closing your eyes or rub-bing your chin.
• In a business situation, having someone with whom you have to consult before giving a final answer is a convenient excuse for pressing pause. Simply say, “I’ll have to run this by my partner (or family or consultants or whomever) and get back to you at 9 tomorrow morning.”

So that’s the idea: Your pause button is anything you do to create a space so you can think over your next move. In chess, those breaks can take so long that competitive chess has rules about how long the thinking time can be. At the end of the time, a buzzer goes off. In a negotiation, nothing dictates the length of breaks. You have to fight to create the time instead of being forced out of time by an artificial time limit.