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From Panic to Poise: How to Park Issues Effectively in Negotiations
A practical conversation with John Skinner on why “parking” issues helps negotiators stay composed, protect leverage, and make better decisions under pressure.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by John Skinner, business consultant and entrepreneur, to explore a skill that often separates composed negotiators from reactive ones: parking an issue.
Drawing on decades of contract negotiation experience, John reflects on the reality that even the best preparation cannot eliminate every surprise. It is how negotiators respond to the unexpected that often determines the quality of the outcome.
When Preparation Meets the Unexpected
John explains that while negotiators can prepare for the vast majority of scenarios, there is almost always a remaining margin of uncertainty—the moment when an unexpected issue surfaces and creates pressure to respond immediately.
These “oh no” moments can trigger anxiety, rushed decisions, or unnecessary concessions. The episode positions parking as a disciplined response to uncertainty, allowing negotiators to slow the conversation without losing momentum or credibility.
Why Parking Protects Decision-Making
A central theme is that parking an issue is not avoidance—it is strategic control.
By parking an issue confidently, negotiators can:
The discussion highlights that pushing forward when unprepared often reveals discomfort, which the other party may notice and exploit.
Common Mistakes When Parking Issues
Philip and John also examine where negotiators go wrong when using this technique. Parking can backfire if it is done hesitantly, overused, or not followed up properly.
The episode emphasises that parking must be:
Failure to return to parked issues can damage trust and undermine credibility just as much as reacting poorly in the moment.
Turning Parking into Practice
To practise this skill, try introducing unexpected issues deliberately in negotiation role-plays and focus on how you respond in the moment.
Observe:
A dedicated Negotiation Card on “Parking” has been created to support deliberate practice of this technique. The card guides practitioners through confidently pausing discussion on an issue, maintaining control, and returning with a stronger position.
Used consistently, parking becomes a powerful way to manage uncertainty without sacrificing momentum or authority.
View all episodes
By Philip BrownA practical conversation with John Skinner on why “parking” issues helps negotiators stay composed, protect leverage, and make better decisions under pressure.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by John Skinner, business consultant and entrepreneur, to explore a skill that often separates composed negotiators from reactive ones: parking an issue.
Drawing on decades of contract negotiation experience, John reflects on the reality that even the best preparation cannot eliminate every surprise. It is how negotiators respond to the unexpected that often determines the quality of the outcome.
When Preparation Meets the Unexpected
John explains that while negotiators can prepare for the vast majority of scenarios, there is almost always a remaining margin of uncertainty—the moment when an unexpected issue surfaces and creates pressure to respond immediately.
These “oh no” moments can trigger anxiety, rushed decisions, or unnecessary concessions. The episode positions parking as a disciplined response to uncertainty, allowing negotiators to slow the conversation without losing momentum or credibility.
Why Parking Protects Decision-Making
A central theme is that parking an issue is not avoidance—it is strategic control.
By parking an issue confidently, negotiators can:
The discussion highlights that pushing forward when unprepared often reveals discomfort, which the other party may notice and exploit.
Common Mistakes When Parking Issues
Philip and John also examine where negotiators go wrong when using this technique. Parking can backfire if it is done hesitantly, overused, or not followed up properly.
The episode emphasises that parking must be:
Failure to return to parked issues can damage trust and undermine credibility just as much as reacting poorly in the moment.
Turning Parking into Practice
To practise this skill, try introducing unexpected issues deliberately in negotiation role-plays and focus on how you respond in the moment.
Observe:
A dedicated Negotiation Card on “Parking” has been created to support deliberate practice of this technique. The card guides practitioners through confidently pausing discussion on an issue, maintaining control, and returning with a stronger position.
Used consistently, parking becomes a powerful way to manage uncertainty without sacrificing momentum or authority.