Demands & Deadlines: Your Two Best Friends by:Dr. Jim Anderson
All too often when we are negotiating both in real life and in business
, demands and deadlines show up. Since most of us have never been trained on how to deal with these issues, we tend to do the easiest thing: panic. May I suggest a different approach: ignore them.
Unless you are actively involved in a hostage negotiation, you probably won't be handed a list of demands. Instead, they will show up in more subtle ways. Casual statements like "This is a must have" or "I really don't have any flexibility on this issue" are the nice way of saying "this is a demand" in polite company. Instead of panicking, great each veiled demand as an old friend. The other side has just revealed a point that is important to them. The actual demand does not matter that much, what really matters is the reason for the demand. If they say they they need the delivery by Friday, then forget the demand and focus on why they need the delivery by then. Who is waiting for the delivery? Why do they need it then? Every demand is a step in the right direction because you now have a better idea about what key points the eventual solution must address.
Same thing goes for deadlines. If the other side says "we've got to wrap this up by 10 pm or we'll have to walk" then the question is why? What is their best alternative? What is so special about 10 pm? Why not continue tomorrow? Remember that most deadlines are garbage and the other side may be using them as part of a fairly poor attempt at moving the deal to a close. Ignore the deadline and move on. If they are interested in doing a deal, they'll end up ignoring it also.
If you end up giving into one or more of their demands or meeting one of their deadlines, make sure that you get something for it. Tit-for-tat. Make sure that the other side does not see you as being weak and giving in. Instead, keep the give and take balanced through the negotiations.
About the author
Dr. Jim Anderson has spent over 20 years in sales negotiation. Dr. Anderson offers his insights on how to develop your negotiating skills so that you can approach these situations with the knowledge that you are very good at what you do.
Get more information on both Dr. Anderson and negotiating at: www.BlueElephantConsulting.com
Oh, and if you want to follow Dr. Anderson on Twitter, he can be found at:
http://twitter.com/drjimandersonhttp://www.articlecity.com/articles/business_and_finance/article_10368.shtml
Making A Profit On Bargain Properties in Charlotte, NC by:Duncan Wierman Payday Loans: Quick Financial Support Till Your Payday by:George Bell Top 5 Tips for Freelancing Excellence First Foray Into Making Money in the Stock Market by:Joel Weihe Debt Relief for Service Members by:Lisa Zapalac Landlords, How To Properly Screen A New Tenant by:Martin Max Buying A Property - Prepare Well by:Susy Copus How to Make Most of the Current Property Estate Market by:Otto Ruebsamen How to Prevent Probate Estate from Happening by:Otto Ruebsamen The Four Keys To Business Success - #1 Mindset by:Terry Telford Administrative Professionals Day Gifts by:Kate Schaffer 7 Top Tips for Buying Property in North Cyprus by:Izzet Zorlu Buy an Apartment in Dubai and Make a Mark in the Real Estate Industry Today by:Shahzain Ali
Demands & Deadlines: Your Two Best Friends by:Dr. Jim Anderson Copenhagen