Last week, a client asked if I could write something about Mercury being in retrograde and how it relates to negotiation. At first, I laughed. Then I realized, maybe they were serious. So, I did what any grounded, logic-loving negotiation consultant would do: I googled “what the heck is Mercury in retrograde?”
Turns out, it’s an astrological phenomenon where the planet Mercury appears to move backward in the sky. During this time, astrologers warn us to expect miscommunications, tech breakdowns, travel delays, and bad decisions. Basically, it's the universe’s way of saying, “Try again later.”
Here’s the thing: Whether or not you believe the stars are messing with your Wi-Fi, the symptoms of Mercury in retrograde sound eerily familiar to anyone who's ever been in a high-stakes negotiation.
Let’s explore . . .
Communication Breakdown
Mercury is supposedly the planet of communication. When it’s in retrograde, astrologers claim people misread emails, talk past each other, and forget to say the quiet part out loud.
In negotiation, miscommunication is often the silent killer of deals. For example, when a client says, “We’re not comfortable with that price,” we might think they’re walking away. A vendor says, “We can deliver by the end of month,” and we assume they mean this month.
Retrograde or not, the real message is this: Clarity is a competitive advantage. If something sounds ambiguous, clarify. If something feels off, ask again. Never underestimate the power of saying, “Just to make sure I understand you…”
Everything’s Going Sideways
One of the most common refrains during Mercury retrograde is, “Everything was going fine, and then — bam! — it all fell apart.”
Negotiations can feel like that, too, sometimes. One minute, you’re aligned on objectives; the next, your counterpart brings up something out of left field: “Actually, we’re not sure we even need this anymore.” Cue dramatic music.
Here’s a little cosmic wisdom: When things spiral, slow down. Negotiators panic when they try to power through confusion. But the best ones pause, reassess, and reorient. There’s no shame in saying, “Let’s take a beat and come back to this.”
Re-View, Re-Think, Re-Do
Astrologers advise us against starting anything new during Mercury retrograde. Instead, they encourage reflection, review, and reconnecting with the past. That’s great advice for negotiators too.
If you’re mid-deal and it’s stalling, ask yourself:
- Did we skip a step in preparation?
- Are we making assumptions we haven’t tested?
- Do we need to revisit earlier proposals with fresh eyes?
Sometimes the path forward is actually backward — repackaging ideas, rebalancing value, or simply checking in to make sure you’re still on the same page.
Blame the Planets? Maybe Not. But Blame Happens.
People love to blame Mercury for everything from typos to broken contracts. It’s a handy scapegoat for chaos. But in negotiation, blaming the stars or, worse, the other party rarely helps.
If a deal’s off-track, look inward first and ask some tough questions: “Did we prepare well?” “Did we really listen?” “Did we ask them the right questions?” Cosmic forces may influence tides, but they don’t set your tone.
Accountability is underrated in business conversations. Own the process. Steer it with intention.
The Real Retrograde Risk? Mindset Drift.
Let’s face it: Whether you believe Mercury is moonwalking across the sky or not, you might act differently when things start going wrong. Your mindset drifts. You get reactive. You start defending instead of diagnosing.
Negotiation requires presence, emotional control, awareness. When the pressure’s on, that’s when your mindset matters most.
So, if your next deal feels a little…off, don’t panic, don’t ghost, don’t call your astrologer (unless they’re also your procurement lead). Just breathe, reset, and renegotiate.
Final thought: Is Mercury in retrograde to blame for your last negotiation gone sideways? Probably not. But if the idea gets you to slow down, reflect, and communicate better, then maybe the stars are on your side after all.
Negotiation Training and Consulting Is the Cure for When Your Deals Are in Retrograde.
When it seems like the stars are misaligned at the negotiating table, rely on Scotwork’s 50 years of expertise to help you get your deal going forward again.