Take A Week To Celebrate Your Independence

Take A Week To Celebrate Your Independence

Loyal readers & subscribers, here’s hoping that this upcoming week is a great week for you — I’m taking it off! Blogging will resume next week…

For my readers in the U.S., you know that this week is all about family, fireworks and general celebrating. The cause for all of this celebration is the signing of the U.S. deceleration of Independence. Now if only the work that we do could have the same type of impact 234 years later on!

For my international readers, pretty much all of the United States will be taking time off this week to celebrate the decision of our founding fathers to make their own decisions. For better or for worse, it’s what has gotten us to where we are today and we think that that’s a good thing.

Have a happy and safe week no matter where you are and we’ll talk next week.

- Dr. Jim Anderson
Blue Elephant Consulting –
Your Source For Real World Negotiating Skills™

Click here to get automatic updates when The Accidental Negotiator Blog is updated.

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Make deadlines work for you, not against you…

Make deadlines work for you, not against you…
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Life is filled with deadlines and negotiations are no different. What this means for us negotiators is that we need to find a way to make deadlines work for us, not against us. In order to make this happen, we need to know just a bit about how deadlines work and I know 4 ways that we can make deadlines work for us…

How Deadlines Work

As negotiators we have a tendency to look at deadlines as being a bad thing. It turns out that this is not correct. What we need to do is to look at deadlines as being just like negotiation styles and negotiating techniques: they are yet another negotiating tool that is available to us.

What we all too often don’t realize is that if we have a deadline, that’s bad. However, if the other side of the table has a deadline, then that’s good. Their deadline is going to put pressure on them to complete the deal and this will end up giving you a negotiating advantage.

A study done a number of years ago revealed an important fact about deadlines. It showed that when people were negotiating under a deadline, they will put off reaching a deal until the deadline is almost upon them. Since they don’t want to conclude the negotiations without a deal (that’s the same thing as failing) they will then make concessions to you that they never would have at the start of the negotiations.

4 Ways To Make Deadlines Work For You

When you find yourself in a negotiation where the other side is operating under a deadline, you need to take advantage of the situation. Here are four ways that you can use their deadline to get a better deal for you:

  1. Noting Will Happen Until The End: Understand that the other side will probably wait until their deadline starts to approach before they’ll be willing to reach a deal with you. At that point in time they’ll want to do a deal because otherwise they will have wasted the time that they’ve invested in the negotiations.
  2. Negotiations Tend To Wander: Until there is a real reason to do so, the other side will probably be content to let the negotiations wander. This will all change whenever there is a compelling reason to reach a deal or when one of the sides decides that the deal is no longer worth it and moves to kill it.
  3. Avoid Deadlines: As powerful as having the other side of the table operate under a deadline is, when you are operating under a deadline it will sap your power. When this happens, try to prevent your management from imposing a deadline on you and if they do, don’t let the other side know about it.
  4. Deadline Are Not Always What They Seem: Just because the other side says that they are operating under a deadline does not make it so. You always need to be probing and testing to see if their stated deadline is real or fiction.

What All Of This Means For You

Deadlines are a part of every principled negotiation. With a little luck, the other side of the table will be dealing with deadlines and you won’t be! No matter, you need to know how to use deadlines as a tool to get a better deal.

The first thing that you need to understand is that in most negotiations, if the other side is operating under a deadline then they’ll be most willing to make concessions as the deadline starts to approach. Deadlines are necessary in order to motivate the other side to reach a deal. However, you want to avoid having deadlines imposed on you. Even though the other side might say that they have a deadline, you always need to test them to see if it is real.

Deadlines are a very important negotiating tool. As a negotiator you need to understand how deadlines work and you need to take steps to make them work for you. By understanding the true power of deadlines you’ll be able to control your next negotiation and you’ll be able to reach the deal that you want.

- Dr. Jim Anderson
Blue Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: If you have a deadline, can you think of any way to have it not influence how you negotiate?

Click here to get automatic updates when The Accidental Negotiator Blog is updated.

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What We’ll Be Talking About Next Time

As negotiators we are always looking for a better way to conduct our next negotiation. What we’re looking for is are things like negotiation styles or negotiating techniques that we can use to gain the upper hand during the negotiation. It turns out that one of most powerful tools that we can use is something that we can use even before the negotiation starts. This tool is called the “critical path” and it can lead you to the deal that you want to reach.

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3 Ways To Be A Pace Master In Your Next Negotiation

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In your next negotiation, no matter what negotiation styles or negotiating techniques are being used, there will be a pace at which the negation moves. One or the other side of the table will be controlling this pace. The big question is will it be you? If you can agree with me that it would […]

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Fast Or Slow: What’s The Right Speed For Your Next Negotiation?

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We often spend time talking about the negotiation styles or negotiating techniques that should be used in our next negotiation; however, we rarely ever spend any time talking about .how fast the negotiations should go. Should you next negotiation be a fast negotiation or a slow negotiation? Why Quick Deals Are Never A Good Idea […]

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What Negotiators Need The Most Begins With A “T”

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At the end of the day, all negotiators want to achieve the same thing: a good deal. The question that we all face is just exactly how go about making this happen in our next negotiation. No matter what negotiation styles or negotiating techniques are being used in a negotiation, there is one skill that […]

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How Negotiators Can Make Ziff’s Principle Work For Them In A Negotiation

May 23, 2014

Can we all agree that negotiations are complicated things? I mean, just think about all of the work that you put into preparing for you last negotiation – you did put in a lot of work preparing, didn’t you? It turns out that there’s been some very fascinating research done about how much effort people […]

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What Negotiators Need To Know About Schmoozing

May 16, 2014

Psst. Would you like to know a secret? It turns out no matter what negotiation styles or negotiating techniques are used in a negotiation, you can ensure that you’ll get what you want even before the negotiation starts. Do I have your interest now? This is going to take some work on your part, but […]

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What The FBI Can Teach Us About How To Negotiate

May 9, 2014

When it comes to negotiating, it’s always a good idea to find somebody who has done it before and learn from them. A good example of this would be Chris Voss. Chris worked for the FBI and was once the FBI’s chief international kidnapping negotiator, working on about 150 cases worldwide over his 24-year career. […]

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Have You Done Your Homework Negotiator?

May 2, 2014

If you think of a negotiation as a process that flows from beginning to end, then the first part of the process has to be preparation. We all know that it is not necessary to prepare for a negotiation – we probably know people who have just jumped into a negotiation without properly preparing (perhaps […]

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Negotiators Know That It’s Always Showtime!

April 25, 2014

What’s your basic approach to a negotiation? Do you slide in silently, prepared for a long drawn-out battle just hoping that through the use of the correct negotiation styles and negotiating techniques you’ll be the one who wears down the other side first in order to be able to walk away with the best deal? […]

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