Win-win negotiation techniques related to the game of time, part 1

Service Business

Time management tactics are often used in negotiations. Most often, negotiators try to prolong the talks when they want to thoroughly analyze the other party's proposals, modify their limits of concessions, think about the next move. It happens that win-win negotiation techniques related to playing on time are also used to obtain more favorable terms of the contract by discouraging the partner from his demands. Mental and physical fatigue that occurs during exhausting conversations makes you want to end the meeting quickly. Negotiators cease to be adamant and more willingly agree to the other party's proposals, which may not be so favorable for them, but will lead to a long-awaited consensus.

Negotiation techniques win-win limited power

Professional negotiators who represent the entrepreneur or conduct talks on behalf of the company often take part in the negotiations. They become only representatives of a given economic unit, so they have predetermined decision-making powers. This means that on some issues they will not be able to negotiate binding arrangements. Their proposals will have to be confirmed by the management of a given organization.

The limited power negotiation technique (limited influence / limited competence) consists in the fact that at some point in the talks the negotiator refers to a lack of decision-making in a given area. Thanks to such a move, one of the parties gains additional time that can be spent on analyzing a given issue or devising a different negotiation strategy.

Example 1.

- In summary, you will try to complete the deliveries within two weeks. A financial penalty will be charged for each day of delay.

- Mr. Kowalski, I think my supervisor will agree to this, but I am not the person here to make a decision on this matter.

- You have just assured me that you represent the interests of your company.

- Yes. However, I do not have unlimited authority to make all decisions. I need to consult my supervisor, it won't take long. I think he will agree to the negotiated terms of the contract.

It can be seen that in the example above, Kowalski was somewhat surprised that the negotiator could not confirm the negotiated delivery terms. Remember to always be clear about the authority of the other party and what decisions they can make. Thanks to this, we will be able to avoid unpleasant situations that happened to Mr. Kowalski.

The limited power negotiation technique is intended to soften the position of the other party. Suppose we managed to negotiate a satisfactory contract, on which we insisted strongly. Suddenly we find out that the arrangements are not binding and we will talk about everything again with the decision-makers. There is a high probability that we will have lower expectations in the next negotiations. We will want to finish the meeting quickly, as we will be tired and exhausted.

Win-win break negotiation techniques

Negotiators should not be influenced by emotions, but they are only human beings, so anger, fatigue and discouragement, and perhaps also irritation, can influence the decisions you make. If you see that you are starting to make concessions that do not suit you, think about taking a step away from the negotiating table for a moment.

On the one hand, win-win-break negotiation techniques are used as a game of time, and on the other hand, they allow you to calm down your emotions, relax and rethink the existing agreement. This tactic changes the pace of talks and prevents unilateral concessions. However, it should not be abused. Slowing down negotiations too often can irritate the other party, and break the conversation off. And then we can lose quite a promising contract and the possibility of permanent cooperation.

Breaks are successfully used in negotiations involving many aspects and / or involving many negotiators. It is worth ending conversations after determining the issue. Both parties will have a moment to summarize the benefits achieved, calm emotions, and define a further negotiation strategy.