Deadlines


I love deadlines. I jump up and down for deadlines. Deadlines are a negotiator’s best friend. A deadline on a negotiation (as opposed to the thing under negotiation) makes it easy to establish rapport: Both sides are working together to beat a common enemy, the clock.

And the closer the deadline looms, the more likely the either side is to start making concessions. It’s human nature not to get serious about doing something until a deadline looms.

Hostage negotiators get deadlines from the other side all the time, but so do other negotiators. Labor contracts typically run out on a specific date, a new business hopes to hire all its employees before its doors open, a catering hall has to be found six months before the wedding, and on and on. The key to dealing with a deadline in negotiations is to use it to your advantage. If you can work without your own deadline while the other side has one, you’re in a better position because you have no pressure. If you can at least project that you don’t have a deadline, you’ll come out ahead.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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