From the course: Negotiation Skills
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Try time pressure
- Time is only one tradable of many, but I think it deserves a section on its own, since it's always an issue. Ideally, you would have time on your side. You would make sure that you have plenty of time and you would look for any signs that the other person doesn't. If they're under more time pressure than you, it weakens them massively, because you can just wait until they run out of time and they have to agree to your position. I think there are three types of time pressure, and with all of them, you want to make sure that you have plenty and see if the other person has a shortage. The first one is time within the meeting. How much time do they have to discuss? Do they have to catch a train or a plane? Are they keen to get home? Are they tired? Are they just an impatient person? Some people just want to get an agreement and get out of there. You'll be able to see the signs, and your attitude should be, "I like this…
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