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?