Step Back to See More

It sucks. That moment you realise the negotiation is going south. Quickly.

Your hopes and expectations flash before your eyes as your stomach twists, the shock registers, and your emotions launch. 

What do you do next? What have you resolved to do when that moment hits?

Yesterday, Andrew Dunning and I were at the World Commerce & Contracting APAC Summit exploring what to do when the negotiation turns to custard. 

These breakdown moments mess with our heads. Which means step one in the “In case of emergency” protocol is to get your head in a better place. 

Start by mentally stepping back. Detach from the noise. Give your brain space to breathe… and your perspective a chance to recalibrate. 

Skip that step, and your attention runs wild - usually to the worst possible places. And where your attention goes, your actions follow. 

So when our instinct is to leap into action, the wise move is to pause, to mentally step back from the drama. 

British soldiers in WW2 had a similar practice when lost in the jungles of the Pacific - tired, uncertain, at risk - they didn’t rush. 

They put the kettle on. 

They sat down. 

They had a cup of tea. 

Sometimes the smartest way forward begins with a step back.