The Art of Temporization in Negotiation: Strategies for Gaining Time and Advantage

Temporization is a strategy used in negotiation to create a temporary agreement or truce in order to gain time, buy time, or achieve a specific goal. The purpose of temporization is to create a pause or delay in the negotiation process, allowing the negotiator to regroup, reassess their position, or gain an advantage over the other party.

Temporization can be achieved through various means, such as:

1. Offering concessions: By offering concessions, the negotiator can create a temporary agreement that benefits both parties. This can help to build trust and create a sense of mutual cooperation.
2. Requesting time: The negotiator may request additional time to consider the offer or to consult with others. This can give them an opportunity to reassess their position or to gain more information.
3. Raising new issues: By raising new issues, the negotiator can shift the focus away from the original topic and create a temporary distraction. This can help to buy time and create an opportunity for the negotiator to regroup.
4. Using silence: Silence can be a powerful tool in negotiation. By remaining silent, the negotiator can create a pause in the conversation and gain time to think or reassess their position.
5. Making a counteroffer: The negotiator may make a counteroffer that is slightly more favorable than the original offer. This can create a temporary agreement that benefits both parties while also setting the stage for future negotiations.

It's important to note that temporization should be used strategically and with caution. If the other party becomes aware of the negotiator's tactics, they may become suspicious or feel manipulated, which can damage the negotiation process. Therefore, it's important to use temporization in a way that is transparent and fair, and to ensure that the temporary agreement is mutually beneficial.