August 2024
Beginner
336 pages
7h 29m
English
Content preview from The Elements of Negotiation
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ELEMENT 55Stalling
Imagine you're in the final stages of a contract negotiation. Everything appears settled, the terms outlined clearly. Suddenly, the other party queries, “Is this your best offer?” Despite your belief that you've met all their demands, this question throws you off balance. You respond with uncertainty, seeking clarification, but the other party merely sets another meeting for a later date, leaving you in a state of doubt and confusion.
The Art of Stalling: A Calculated Move
Stalling, or intentionally delaying decision-making in negotiations, is a common tactic. It can manifest as postponing a conclusion, introducing new alternatives, or insisting on additional documentation. The reasons for stalling vary—from hoping the other party lowers their demands to creating time for gathering information or examining other options.
Recognizing and Responding to Intentional Stalling
When stalling is a deliberate strategy, it aims to strengthen the staller's position. It might involve avoiding conflict resolution, putting time pressure on the opponent, or creating uncertainty to elicit a better offer. You might notice it when the other party dwells on trivial details, postpones decisions, or hints at a more favorable offer in the future.
The Risks and Countermeasures of Tactical Stalling
Tactical stalling can backfire, leading to missed opportunities or being perceived as noncommittal. Counter it by applying pressure, waiting out the other party when advantageous, ...
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