A good negotiator asks for a time-out when he or she needs to regroup. If you're not sure what to do next, if you get annoyed and need to calm down, or if you want to consult with colleagues who aren't at the table, don't hesitate to take a break. It helps to step away briefly and evaluate the situation – especially if you learn something unexpected at the negotiating table. A break could be anywhere from 10 minutes to a few days. If you're concerned about sending the wrong signal, just ask for a chance to use the bathroom, check your email, or grab a cup of coffee. But it's less awkward if you establish up front that either of you can call a break at any time. That way it doesn't look odd if you ask for a time-out right after your counterpart has suggested an option you don't like.
Adapted from the
HBR Guide to Negotiating by Jeff Weiss.
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