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“Master negotiators interrupt expectations before the opposition realizes the interruption shifted their focus.” -Dr. Greg Williams, The Master Negotiator & Body Language Expert
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“The ‘In-Between Negotiation Move’
How to Gain More Hidden Advantages”
Some negotiators lose leverage the moment conversations become predictable. Master negotiators do something different. They interrupt expectations, reshape perception, and quietly control outcomes before the other side realizes the negotiation has already shifted. Would you like to know how to do that and create an advantage for yourself?
The Move Most Negotiators Never Anticipate
Most negotiators think success comes from preparation, pressure, confidence, or persistence. Those factors matter, but they are not what consistently separates average negotiators from master negotiators.
The real advantage often appears between expected actions.
In chess, there is a concept called the zwischenzug, commonly translated as the “in-between move.” It occurs when a player interrupts an expected sequence with an unexpected action before continuing the original strategy. That interruption changes positioning, disrupts assumptions, and frequently creates a superior outcome.
Negotiation works the same way.
Most people negotiate predictably. They make offers, counteroffers, raise objections, seek and make concessions, which leads to an agreement.
Master negotiators rarely move in straight lines.
Instead, they strategically interrupt momentum at critical moments to reshape perception before continuing toward their objective. That interruption is the in-between move.
What an In-Between Move Really Does
An in-between move is a strategic adjustment made during negotiation to improve positioning before advancing the original objective. It may involve introducing alternatives, reframing value, slowing the emotional tempo, redirecting attention toward risk, or asking a calibrated question that changes the direction of the conversation.
The purpose is simple. You do not continue the negotiation where the other side expects it to go. You alter it first.
That matters because negotiators prepare mentally for expected sequences. When the sequence changes unexpectedly, they are forced to reassess assumptions in real time. That hesitation creates opportunity.
Salary Negotiation Example
Imagine an executive requesting a significant compensation increase. The employer immediately resists and cites budget limitations. Most people would respond by defending their values more aggressively.
A master negotiator makes an in-between move.
Instead of debating salary directly, the negotiator shifts the discussion toward measurable future value creation, retention costs, and revenue opportunities connected to performance. The conversation changes from one about expense to a return on investment.
Only after reframing the discussion does the negotiator return to compensation.
Planning the In-Between Move Before Negotiations Begin
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The best in-between moves are rarely spontaneous. Master negotiators frequently prepare them before negotiations even begin.
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Why? Because pressure reduces creativity.
During difficult negotiations, many people become reactive, defensive, or emotionally rigid. Preparation prevents emotions from controlling strategic judgment.
Before entering a negotiation, master negotiators ask several important questions.
- Where will resistance likely appear?
- What fears or pressures may influence the other side?
- What assumptions are shaping their current position?
And most importantly:
- What strategic interruption can reshape the discussion if momentum turns against me?
The most effective in-between moves never feel manipulative or threatening. They feel collaborative, thoughtful, and solution-oriented.
Instead of attacking objections directly, skilled negotiators may acknowledge concerns before reframing them. They may introduce alternatives protecting the other side’s interests while quietly advancing their own objectives.
That is why tone, timing, pacing, and body language matter so much.
A calm posture, measured voice, patient silence, and attentive listening can make a strategic interruption feel supportive rather than confrontational. When used correctly, the other side often feels understood instead of challenged. That emotional positioning creates leverage without creating resistance.
Reflection
The most dangerous negotiator is rarely the loudest person in the room. It is usually the negotiator capable of changing the structure of the conversation before others recognize what occurred.
Most negotiators think success comes from pushing harder. Master negotiators understand that success often comes from interrupting expectations.
So, consider this carefully. Where in your next negotiation are you assuming the discussion must continue in a straight line? What might happen if you changed the game before the next move was ever made?
When you enter a negotiation prepared with that insight, you’ll be positioned to negotiate better, with better outcomes. And everything will be right with the world.
Remember, “You’re always negotiating!”
Note: To discover more about GREG, GAIN, TEMPO, and WNA, register for the upcoming course with no obligations – https://TheMasterNegotiator.com/wna
If this resonates with you, drop me a comment at Greg@TheMasterNegotiator.com
Listen to Dr. Greg’s podcast at https://megaphone.link/CSN6318246585
After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
To see more of Dr. Greg’s “Negotiation and Body Language Tips,” click here https://www.themasternegotiator.com/blog
