Think About It
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Identification
Without a procedural timeline, a party may delay the process using the Think About It tactic to create delay.
Example
This is often a precursor to a walk-out on the deal. The form is, “Let me think about it.” (Also see: “Indecision / No Decision” under Personal Tactics Group)
Solution
You must provide an explanation as to why a delay is not in anyone’s best interest, and determine whether you think the negotiator is just looking to back out on the deal. Ask them if they have all the information. If so, take a minute at the table and then explain what will happen in a delay. Anything can happen—prices change, parties get distracted, and projects get delayed. The future is uncertain.