![Agreement [Converted]](/media/5jnhserj/agreement-converted.png)
Ever felt like calling a timeout in the middle of a negotiation?
Sometimes, the smartest move isn't to push harder, but to step back. It might seem odd to halt the negotiation process when it feels like progress is being made. However, requesting an adjournment can be a useful stage of bargaining.
Sometimes it isn't about what you can throw out on the table. It can be about your ability to listen carefully, read the other side's body language, and know when the best plan of action is to simply ask if everyone can take a step back for a bit. Knowing when to hold back can be just as valuable a negotiation skill as knowing how to push for a resolution.
Let's take a closer look at adjournments, and why they can be so helpful to negotiators.
What is an adjournment?
An adjournment is simply a pause to a meeting. It is frequently used in legal proceedings, where you may hear a judge call an adjournment until the next day when evidence has to be heard over multiple days.
In the case of negotiations, it is a request to halt proceedings and give all the parties involved a chance to withdraw. They may wish to discuss terms that have been introduced, or maybe they just want to talk through a new approach with each other before they return to the table.
Why should you request an adjournment?
Asking to take a break should not be seen as something to avoid. Even when a negotiation has a very formal process and itinerary to follow, never be afraid to speak up and ask the other party for a pause. Sometimes, you just need to step away from the bargaining process for a little while.
More specifically, there are several key scenarios where a negotiator may wish to ask for a pause in proceedings.
1. New information
New pieces of critical information are revealed, a fresh proposal is put forward, or a realisation springs up that you might not have considered before. When new information is revealed, it can change your entire perspective. Take the time to process it properly.
2. Tension high
When parties can't find common ground, they can quickly become frustrated and disconnected. At times, it can feel like there is no way forward. Tensions rise, everything begins to feel like it is circling the drain, and you need a break. Ask for one and realign yourself, before everything goes further south.
3. Higher approval
Sometimes, an offer that you just know you can't accept gets thrown on the table. Not because it is bad, but because it will require approval from a manager or executive above you. Asking for a break so you can make that critical phone call to get the green light is perfectly acceptable.
How do you request an adjournment?
Asking for an adjournment can feel difficult, especially if you feel like you are on the back foot. No one wants to be seen as potentially giving up on their position in favour of taking a little break.
You cannot afford to think of an adjournment in such a manner. The truth is that there is no weakness in asking for a small pause. You should feel comfortable and confident enough in a negotiation to ask for an adjournment at any time, regardless of how you think the negotiation is going. When asking for an adjournment, consider the following:
1. Be polite
Firstly, you need to make sure that you are always polite. Even if negotiations are breaking down, stay respectful. Keep your tone even and calm, and don't throw out the request for a pause like it is some sort of power move. It should be something beneficial to both parties, and so respect needs to be laid out.
2. Be clear
Don't just ask for a break without terms. Place some terms on it and be clear about what you want from the pause. After all, some people just want a break of a few minutes so they can make a call, while others might want to meet again the next day once they have had a chance to collect themselves and revise their strategies. It might even be better to call for a longer adjournment of a month or more. Just make sure you know exactly what you wish to ask for so it doesn't seem like you are trying to hide anything from your counterparts across the table.
3. Be ready for a no
Sometimes the other party won't want to adjourn. They might feel like they are close to a breakthrough, or maybe they think that you have been unfair in asking for a pause. They may even just not want to give you the break because they think it will give them some sort of advantage over you. This is an incredibly frustrating situation to be left in, but it is one that you have to prepare for. Be ready for that no, and have a plan of action to pivot to if you don't get that adjournment. There is always a way forward.
When should you honour a request for an adjournment?
Of course, sometimes you will be the ones with the power to grant or withdraw an adjournment. You may not be ready to break the session, but when the other party requests a break, you have a decision to make. Some of the benefits of agreeing to an adjournment include:
1. Showing goodwill and grace
You may be in a much stronger negotiation position than the other party, but pushing that advantage might be the worst option for your relationship overall. If the goal is to cultivate a long-term partnership that is mutually beneficial to both of you, the better option is to grant the adjournment and give time to the other party to collect themselves.
2. To break a deadlock
Sometimes, everyone just needs a break. If the discussions have reached a stalemate, you might both be feeling frustrated and tense. Don't make the mistake of trying to push through and reach a resolution when everyone feels backed into a corner. Take a little break and a little breather, and everyone can come back to the table with a more agreeable outlook.
3. A chance for you to regroup too
You may not have been the ones to request the adjournment, but that does not mean that you can't benefit from it too. It is a chance for your team to also go over your strategy and terms one more time. Make the most of this opportunity, and head back to the table with renewed determination.
Take a break, everybody needs one!
Asking for an adjournment can either make perfect sense, or it might feel like trying to cross a canyon. However, in many circumstances, it is not just entirely reasonable, it is also the best option to choose. You are not grounding things to a halt by asking for a break. In fact, you may be able to use it to find a path forward that results in the best outcome for everyone.
A good negotiation process isn't just one that delivers promises all around. It can also be a well-structured discussion that gives weight to both sides, leading to an agreement that suits everyone. Being a good negotiator extends well beyond natural talent and charisma. It can also be about judging the other party's character and knowing when to jump in with the right proposal.
Scotwork's negotiation courses are designed to help everyone build their skills, regardless of their experience and knowledge before the course. Our experts can help you identify your strengths and weaknesses and take your negotiation skills to the next level. Learn how to add adjournments to your skill roster, so you know when they are the right move to make.
Ready to master the art of strategic pauses? Contact us today to find out more about our negotiation training and how we can help you manoeuvre towards that all-important win-win scenario.
