Time in Negotiations Bob Whipple Author of New Book Trust In Transition: Navigating Organizational Change at The Trust Ambassador Time is a critical element in most negotiations. If you understand the rules, you can gain some advantage. What rules about time usage do you like to use? Here are five techniques I think are helpful… 1. Be more aware of how time is working for or against you during the entire process, not just at the negotiating table. 2. Consider the element of time as a competitive weapon to use strategically and carefully to improve your changes for an excellent result. 3. If your counterpart is trying to use time against you, work to reverse the logic and have it work against the other party. It is fun to see the look on their face when they realize the dynamic has been overturned. 4. Do not telegraph your own anxiety relative to time. Make gestures like you have all the time in the world. 5. When you sense anxiety in the other party, slow down the process to gain leverage. If you would like to read two true stories of how these techniques can help, call up the attached short article.
Posted on: Sun, 23 Nov 2014 05:18:26 +0000
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