\”Are You Cruel When You Weaponize Time In Your Negotiation” – Negotiation Tip of the Week

For the last three months, the two teams negotiated fiercely against each other – they were vicious – they lost the pretense of civility after the first month. At times, flared tempers had driven them to cruelty. Then, out of frustration or despair, the lead negotiator of one team said to his counterpart, in an extremely cruel tone, either you accept our offer within the next three days or we’ll leave this negotiation and never return! With that edict, time was weaponized. He’d unleashed a ticking time bomb that would blow the negotiation up unless someone defused the situation. And, the way he made his pronouncement left him no wiggle room to save face.How do you use time to advance your negotiation position – it’s one of the most precious commodities a negotiator has. The following thoughts are ideas about how you can use time to enhance your efforts.Time Deadlines: Some negotiators attempt to use time to create a sense of urgency (e.g. sale ends tomorrow, get it now – I only have ‘x’ amount of time to conclude this deal). In those situations, its use is an attempt to force the opposing negotiator to take immediate specific actions. The challenge is, what to do if the action sought doesn’t occur by the stated deadline – you’re left in a weakened position if you must present a lame excuse for why the deal is still available. Unless you’re ready to confront the consequences, don’t make hard-time declarations like the leader of team one.When you use time deadlines to create a sense of urgency, leave yourself wiggle room to escape if your demands go unmet. To do that, instead of stating a hard deadline (e.g. the sale ends tomorrow) state a softer one (e.g. the sale is ending soon). The sense of urgency is not as great in the second situation – but you’re less likely to back yourself into a corner.Overcoming Imposed Deadlines:Deadlines can lead a negotiation to a slow death. Thus, you must be careful when they’re issued. When confronted by a time deadline –

Watch your time – Be mindful of the time you invest in the negotiation. Psychologically, the more time you spend negotiating, the more likely you’ll be to stay engaged. That can make you more susceptible to falling prey to time constraints. If you don’t think the negotiation has redemption, exit it. And do that sooner versus later.
Control emotions – When negotiating, the more you control your emotions, the more control you’ll have of the negotiation. Time is a factor that weighs on a negotiator’s mind. Thus, to combat it, control its perspective and the emotional stress it places on you. Never let time go unobserved – that’s a factor of control.
Have a backup – You can relieve pressure when you have alternative options – having them can be the release valve to the pressure of time. If you have alternative options and you suspect the other negotiator may be weaponizing time, don’t expose your backup plans (e.g. if I can’t get it from you, I can get it from the other dealer – and it may be less) – Doing that may momentarily stun the other negotiator but you will have also given him another point to attack you (i.e. finding out how viable your backup might be). If need be, let his deadline pass and see what he does. He’ll expose his strategy by disclosing how sincere the deadline was.
In every negotiation, negotiators seek actions to control their counterpart – weaponizing time is one of those actions. To be more successful in your negotiations, be observant of time, know what to do when you’re confronted by time deadlines, and be cautious when issuing them. Time is a negotiator’s precious commodity, use it wisely… and everything will be right with the world.Remember, you’re always negotiating! Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

“Persuasion – How To Use It In The Negotiation Process” – Negotiation Tip of the Week

“I attempted to coddle him as a method of persuasion. It didn’t work! He told me to put my offer where the sun doesn’t shine. I was speechless!”What forms of persuasion do you use in your negotiation process? Every negotiator attempts to motivate her opponent through persuasion.When considering how you’ll persuade another negotiator, you must consider her personality type, the situation you’re in, and the negotiation environment. Those variables will have a large impact on your use of persuasion in the negotiation process.The following are a few thoughts to consider when deciding how you’ll address those variables in your negotiations.Personality Type:In the opening scenario, it appears the negotiator used the wrong form of persuasion – and was harshly admonished. Here’s something to consider when attempting to persuade someone based on their personality type.

Takeaway – Most people are more motivated by a fear of loss. That means, they’ll protect what they’ve gained rather than risking its loss for greater gains.
You can assess someone’s risk adversity by extending an offer of something they want, making it conditional upon their immediate acceptance, and taking it off the table if they decline. Later in the negotiation, make reference to that offer and observe their reaction. If they give an inkling of wanting it, they’re displaying the effect that the takeaway had. Even if they do accept the offer, you will have gained insight into the degree of risk adversity that they’re willing to undergo. You can use that insight throughout the negotiation.
Negotiation Situation:Every negotiation is shaped by the value sought. That means the degree of effort applied is based on the perceived value and expectations of the outcome. Thus, if there’s a low expectation of value, the need to persuade or dissuade will be in direct correlation to that expectation. Keep that in mind when utilizing the following thought.

What losses have the other negotiator incurred in the past and what effect did they have on him – Having this insight allows you to invoke the painful memories of what occurred in the past. Your subconscious suggestion is, you don’t want that to happen again, do you? You can also use that information as a lever to persuade him from not straying into dangerous negotiation waters.
Different situations will influence the need to project different behaviors. Understanding the conditional behavior that shapes that mindset will indicate whether to use coddling or disdaining tools of persuasion.
Negotiation Environment:The negotiation environment plays a huge factor in your ability to persuade someone. You can use surroundings to summon past emotional experiences. To do so consider these questions…

Who else is in the environment and what influencing persuasion is their presence casting on the other negotiator?
What has been the experience in the past that the other negotiator has had in environments like this?

Subliminally, we’re moved to adopt certain actions based on the environment. Thus, some actions would not be adopted if the surroundings were different. Having control of these variables allows you to project a greater degree of persuasion.Other Things to consider:There are other things to take into account when assessing how you’ll be more persuasive in your negotiation. Such as…

Ethnicity
Gender
Culture
Position (superior vs. subordinate)

I will address the above variables in a later article.As you can see, there are many ways to use persuasion in a negotiation. Above are just a few of those ways. There’s one thing that’s irrefutable, if you misuse your efforts of persuasion, you’ll diminish your negotiation efforts. To lessen that probability and to enhance your chances of having a more successful negotiation outcome, consider implementing the thoughts above… and everything will be right with the world.Remember, you’re always negotiating!