“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

KARRASS Effective Negotiating® Tip

Time-Outs
by Dr. Chester L. Karrass

In the USA we just held our annual "Super-Bowl" football game.

If time-outs are so critical to a football coach, they ought to be even more important during a negotiation. The stakes are far higher!

When and how a time-out, or caucus, is called can affect the final outcome. Diplomatic negotiations are usually 10 percent conference and 90 percent time-out. Most business negotiations reverse this time relationship. I am in favor of lots of time-outs. They make more sense than long talks and short breaks.

I have found time-outs useful for a wide variety of negotiation purposes:

• To review what was heard or learned – new information may impact your strategy, targets, or tactics.

• To think of questions

• To develop new arguments and defenses

• To explore possible alternatives before you present them

• To develop better proof statements

• To discuss possible concessions and what will be asked for in return

• To determine the best way to react to new demands

• To determine if you should make additional demands

• To consult with experts

• To check on rules or regulations

• To analyze changes in price, specifications, costs, time or terms

• To just buy you some time

A time-out gives you time to think, to make a point more effectively, to check your facts, or to show your resolve. It provides you an opportunity to get others to help you work on an issue.

Research indicates when negotiating pressures increase, tension can be reduced before a crisis develops by having short sessions and long time-outs.

Remember, never negotiate an issue unless you are prepared for it. Something unforeseen always seems to come up in most negotiations. When it does—a time-out is called for. It might just be a caucus with yourself (i.e. Please excuse me I need to use the restroom), or a meeting among your own people to discuss the new issue. Don't "shoot-from-the-hip" and plunge into negotiating an issue you are not prepared to negotiate.

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

© 2008 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com
   

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