DELAYING NEGOTIATIONS

Getting tired fighting off the wolves? Light a fire, make it big, and settle in for some well-deserved rest knowing the flames will keep them at bay for a few hours. Rested, perhaps you can slip out at dawn.

When things are going badly and you are out-gunned, seeking to gain a continuance is often the best strategy. Any excuse will do, such as a forgotten meeting, an unexpected bidding from a boss or spouse, or suddenly not feeling well enough to continue with the meeting (bad food for lunch?). The bottom line is to vacate the negotiating table as quickly and gracefully as possible to regroup and prepare for the next meeting.

If you have prepared properly, you will realize when you need more time. Deflect the attacks of others using the continuing or delay tactic. Be strong, be confident, and state the need to break for a while.

It is important to know when you are about to get in trouble and find a graceful way to escape and fight another day.

In Seven Secrets to WINNING Without Losing a Friend, I discuss how to delaying tactics and others to control the negotiating process.

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