Chapter 17
The Caucus Tactic
Calling a time-out or a caucus in negotiations is done for any number of reasons. You may have preplanned breaks already included in your agenda, someone may honestly have to go to the bathroom, or you may simply be tired and need a break. Sometimes one side or the other may need time to huddle and contemplate some new piece of information or gather some additional data.
Caucuses in negotiations are expected. You can, however, turn these caucuses into an effective negotiation tactic. You can either use the caucus tactic by itself or combine it with other negotiation tactics.
A caucus, for instance, can be used as a strategic break. Let’s say the other side is on a roll. They’re laying out their position, presenting ...
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