Distracted? - KARRASS

Is it possible to conduct business negotiations if you are distracted? Sure, but probably without achieving the best results. Whenever you are distracted, you cannot focus on the task at hand.

There are many distractions to deal with during a business negotiation:

Fatigue
Interruptions
Personality conflicts
Discomfort
Emotions

Most of these distractions are inherent in any long meeting. To overcome these, you may have to preplan for these contingencies: making sure to schedule breaks, having a defined agenda, selecting a comfortable room for the negotiation, and preparing for any personal issues.

However, some parties may use distraction as a negotiation tactic. These parties may create some sort of diversion such as a fake emergency or an important phone call. These distractions will alter the rhythm and flow of the conversation, and could create room for error. Some of these planned distractions, also called detour maneuvers, are used to create time to learn more about the other party.

If the other party is attempting to distract you, you should resist being distracted. You will need to be disciplined and sharpen your focus. You should also learn to recognize when the other party is using a detour maneuver (some, like the scrambled eggs tactic, have been discussed here on Negotiation Space).

Sometimes your environment can distract you. Many people try to conduct business on their commute, for instance. This is not a good idea. Science News reports the following:

“Routine driving impedes a person’s ability to relay information from a cellphone call accurately to a conversation partner and to remember key elements of that information, say psychologist Gary Dell of the University of Illinois at Urbana-Champaign and his colleagues.”

The bottom line is that avoiding distraction will help you conduct a better negotiation.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.

CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.

BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.

CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.

SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.

PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.

SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.

INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.

VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.

PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.

CONTRACTS MANAGER at HEWLETT-PACKARD

Negotiating in Life, Negotiating Tips, Business Negotiation February 17, 2010Distracted?

Negotiating in Life, Negotiating Tips, Business Negotiation February 17, 2010
Distracted?