General Negotiation May 10, 2017

Patience in negotiations

Patience really is a virtue “All you need is a little patience.” We’ve heard that for years, in church sermons, from our teachers, our parents, even from pop songs.

Patience really is a virtue


“All you need is a little patience.” We’ve heard that for years, in church sermons, from our teachers, our parents, even from pop songs. As it turns out, patience is all you need if you want to win at negotiation. Patience might be the number one attribute of an effective negotiator.


Patience equals time, and more time may mean better negotiation outcomes. Patience is the supertactic of negotiations precisely because it gives you the power of time. You need time to understand what exactly is being offered and what the risks are. With more time, you can discover strengths and weaknesses. The bottom line is that patience brings more information to the table.


Patience (and its cousins persistence and determination) make up for inadequate resources. These are some things that patience accomplishes:



  1. Provides more information

  2. Allows you to discover the other party’s needs and wants

  3. Lowers other party’s expectations

  4. Leads to concessions

  5. Forces realistic assessments

  6. Lets problems rise to the surface

  7. May change leadership or people involved in the negotiation


With patience, parties will resolve their differences. It’s like John Quincy Adams said: “Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.”


Patience may be hard to come by in today’s fast-paced world. You may have to work at being patient, not just in negotiation but in life. Some tips to achieve patience include: figuring out why your triggers are, reminding yourself that things take time, and remembering what matters.


 

Upcoming seminars
Effective Negotiating
Effective Negotiating
Effective Negotiating
Effective Negotiating
Search for seminars near you
April 08, 2021

What is Face Negotiation Theory? Face-Negotiation Theory was conceived by Stella Ting-Toomey in 1985, to understand how people from different cultures manage negotiations. According to Ting-Toomey if someone feels that their image is being attacked, that person will shut down and try to save face, regardless of their cultural background...

Read More Group 7
February 10, 2021

How would you like to give the other person a concession without giving away anything of tangible value?  It’s easy.   Just listen to him or her...

Read More Group 7
June 04, 2020

Success in negotiation starts with understanding what kind of negotiation you are dealing with. Fundamentally, every negotiation is fundamentally about finding and distributing value...

Read More Group 7