MANUAL TEAMWORK, LEADERSHIP AND NEGOTIATION

TEAMWORK, LEADERSHIP AND NEGOTIATION

We have already mentioned that knowledge of these tactics does not imply their use and that we consider it inadvisable to use them, although we do know that they exist in order to try to counteract them.

10.4. The role of time

Time plays an important and often decisive role in negotiations. For negotiators, time is power. When someone is in a hurry they face an obvious disadvantage.

We must by all means avoid negotiating in such circumstances and, at worst, hide this haste from our opponents. The pressure of time makes it inevitable that negotiators will lower their demands and increase their concessions. It is important, before we start negotiating, to really know what time pressure we are under. In fact, time can also be measured according to the priorities of each situation. Prioritise our obligations, needs, desires and commitments and we will determine what our time availability is. Taking time to negotiate also has a psychological effect. We will convey the feeling of being calm, relaxed, unhurried and in control of the situation. Keep in mind that the urgency for agreement is known only to you and that you must avoid the other party sensing it. However, even such a clear rule as "you shall not negotiate in haste" has its exceptions. When the negotiation is between experienced and inexperienced negotiators, the speed of the negotiation is always on the side of the experts. The same is true when negotiators who have thoroughly prepared for the negotiation are pitted against those who have not done enough planning.

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