Acceptance Time In Negotiation

OK, so what's with all this pressure to make a quick decision on this new CRM software package?

Maybe it will be better than what we have now, maybe it won't -- but in this case, I'm not going to make a quick decision.

Many negotiators overlook the importance of acceptance time. Like most people, I need a little bit of time to accept anything new or different -- unless of course I thought of it and it's my idea that I'm promoting.

In any negotiation both parties walk into the negotiation with what may be somewhat unrealistic goals. Each party might have misconceptions and bad assumptions. During the process of negotiation -- and that's what all of us so often forget (negotiation is a process) -- we discover that some of our expectations may not be met. Some of our wishes go away and some things may be impossible at this point in time.

The low price hoped for begins to look impossible. The quick, easy sale suddenly does not look so promising.

Can we as negotiators expect the other party to adjust and accept new and undesired realities immediately? Of course not. Resistance to change is universal. It takes time to get used to ideas that are foreign or unpleasant. We can even get used to the idea of death given a long enough period to do so. Acceptance time is as important in negotiation as it is in life.

A buyer needs time to accept the thought that they will have to pay a higher price than planned. A professional seller is not ready to retreat from their price in the first few minutes of negotiation. Both the buyer and seller, and their respective organizations, need adequate acceptance time. This is why the perceptive seller tells a buyer of a possible price increase long before it happens. It gives the buyer and their organization time to reconcile themselves to the idea.

When you ask people to change new ideas for old, you are asking that they discard old friends. Right or wrong, they have grown accustomed and committed to them. Put yourself in their position. Is it not logical that they will be more receptive to your viewpoint or proposal if they are given the time to adjust?