Don t be Afraid to Break Off Negotiation

Don't be Afraid to Break Off Negotiation

Don't be afraid to break off negotiation for any reason that you believe is legitimate. If you believe that the discussion is heading in a damaging direction, or if the unexpected arises and catches you by surprise - take a break. If you are leading a team, ask for time to confer privately. If you are on your own, take a short break or agree another meeting. Ask questions before you leave to ensure that you have covered and understood all the ground.

You should never be put under pressure to sign in haste. If you are being subjected to that, then break for your own reasons. You might say, 'There are one or two points I need to go away and consider more carefully; perhaps we can arrange to meet again next week', or 'I would like a fresh air break; please excuse me for 30 minutes.'

Never be put under pressure to sign during or after hospitality - particularly long lunches. Use those experiences legitimately to cement relationships, not to manipulate the deal. When travelling long distances, particularly by air, leave time before the negotiation. With transatlantic deals, never agree them on the day of travel. Dehydration and jet lag have real impact on your mind and body. You are almost certain to agree a poor deal if you settle it on the day of travel.