Win-lose negotiation techniques related to the game on time
Negotiators do not always have reasonable arguments to justify their position. Sometimes they don't want to make concessions because they think they've given up too much to the other side. In such a situation, tactics of exerting pressure are used, which contribute to the acceptance of excessive demands by the opponent. In order to meet your needs without compromising, win-lose negotiation techniques related to time management are used. These include deadlines and deadlines. Learn more about them and learn to recognize them, and you will never be manipulated again.
Win-lose negotiation techniques: deadline
Some people do very well under time pressure. They work more efficiently and achieve much more than when they do not have pressing deadlines. In negotiations, however, haste is not welcome. By acting on the spur of the moment and by our emotions, we can make wrong choices.
The win-lose deadline negotiation technique is used to impose time limits on the conversation. Negotiators who use this tactic hope that the other party will make a few mistakes in a hurry - he will not notice the new price of the products, will not pay attention to the issue of delivery times or will not look at the duration of the contract terms. This method is especially effective when our opponent cannot cope with stress and working under time pressure.
- Gentlemen, please decide what interests you. We presented our expectations. We only have time until 15. Negotiations cannot be delayed, because at 3:30 pm we have to arrive at our employer's office, where we will have to present the developed terms of the contract.
- Please think again about this price. It is favorable for the state, as all forecasts indicate that the value of intermediates will go up at the end of the month. We will then be forced raise prices.
- Today he willwe need to finish our meeting by agreeing on the terms of the price of the products. We will not have any spare funds in our budget next week. We will not be able to negotiate the value of the delivery.
In the above examples, the negotiator tries to use the win-lose deadline technique. Whether or not his tactic will be effective depends on the reaction of the other party. If the opponent has previously read the terms and conditions proposed by the other party, he can spot changes to the contract in the blink of an eye. You should also consider how much time pressure affects your partner. Perhaps he does not care about a quick agreement, as he expects that the trends in the business environment will change in the near future, which will allow him to gain more bargaining power. Then he will be able to dictate his terms.
To defend yourself against the win-lose deadline negotiation technique, realize that working out an attractive contract cannot depend on time. If your opponent sets a deadline for you to make a decision, and you fail to analyze all the terms of the contract, withdraw from the negotiations. It is better to resign from cooperation than to sign an unfavorable contract.
Also apply counter-practices: closing a deal, appealing to common interest, what if.
Win-lose negotiation techniques: deadlock
Stalling is not pleasant for negotiators.It usually happens when neither party intends to abandon its demands. Everyone wants to meet their needs. However, nothing will be achieved in this way. Suspending talks can create pressure on one side that will eventually give in and agree to a small concession. And this was what the partner was waiting for, who deliberately led to a standstill in negotiations using the win-lose stalemate negotiation technique.
- You do not want to agree to a concession, and we cannot meet your expectations in this matter. I don't know how we will come to an agreement. We are at an impasse.
You can spot an impending impasse very easily. If you and your partner are clinging to your positions and refusing to compromise, chances are you will be at a standstill in a moment. Be careful that your opponent does not use this situation against you. Think what else could be discussed now. Perhaps reaching an agreement elsewhere in the contract will allow you to resolve the stalemate aspect of the contract.
Defend yourself against the win-lose stalemate negotiating technique by applying the following counteracts: common interests, changing negotiator, patience, what if.
Also apply methods of creative thinking and create other scenarios for an attractive solution to this situation.