Negotiating On A Deadline by Jeanette Nyden

We've all heard that horrible expression "Time's up!" When people hear that expression they think of the last time they took a test in school. Skilled negotiators use time pressures during the negotiation to gain tactical advantages. Use time to gain an advantage. Do not allow vendors, customers or employees to consider proposals for too long.

Companies make the mistake of setting a deadline, then letting the other company to blow right by it. This message you send is, "don't take me seriously!"

If you set a deadline, then you'd better stick to it. If you can't enforce it, then don't bother to set it in the first place. Deadlines are extremely valuable. The next time that a client asks you if she can consider your proposal, say "yes" and then set a reasonable deadline.

Category:

Education

Tags:

• Jeaneatte Nyden
• CanDoGo
• Negotiation
• Deadline