Business Negotiation October 7, 2009

Is it urgent?

When we scan business news stories about negotiations, many times we see negotiations described as “last minute.” For instance, here is a story about the last minute negotiations on Michigan’s state budget, where lawmakers scrambled to create a budget after their midnight deadline: http://www.detnews.com/article/20091001/POLITICS02/910010435/-1/rss

There is little doubt that when one or both parties at the negotiating table feel a sense of urgency, there will be a serious push to resolve the issues at hand. Sometimes, the only thing that leads to a resolution is the feeling that it is urgent to do so.

Urgency also plays a role in diplomatic negotiations. This past week we’ve seen a flurry of diplomatic activity regarding Iran’s alleged nuclear program. As a revelation was made that Iran had a second nuclear enrichment facility, American and European negotiators went in to high-gear, convening a high level meeting with Iranian representatives in Geneva.

When negotiations get down to the wire, resolution becomes urgent. Often, there is a deadline that must be met. The truth is deadlines force action because urgency is a great motivator.

As Chester L. Karrass points out in Give and Take:

“Deadlines pressure people into making an either-or choice. If the choose to accept the deadline, they get the deal over with. If they don’t, the consequences are unpredictable.”

For some people, to reach a deadline and have no resolution is failure. Most people, especially negotiators, want to avoid failure. This desire to avoid failure also leads to a sense of urgency.

Urgency will certainly lead to increased negotiation activity, and usually, to resolution. The easiest way to create a sense of urgency is to impose deadlines that must be met.

How do you deal with urgency in negotiations? Do you use urgency to your advantage?

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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