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.
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