International Negotiations

Extension activity

Tell trainees to read the commentary on page 77 to identify three benefits of regular 

time-outs, three reasons for ‘climbing onto the balcony’, and one situation where you 

shouldn’t call a time-out. Discuss with the class whether everyone agrees with the analysis.

Answers

•  Benefits of regular time-outs: you can recharge your batteries (= relax, build up energy 

again); you can reflect on how things are progressing; you can confer with the other 

members of your team.

•  Reasons for ‘climbing onto a balcony’: you can deal with serious breakdowns without 

striking back at your opponent, etc.; you can buy time to reconsider your BATNA; you 

can identify the interests of both sides.

•  You shouldn’t call a time-out when you are very close to finalising a deal.