In my earlier blog post ‘The Power of 'Power' in Negotiations’, I presented the importance of power in negotiations as explained by Herb Cohen in his book 'You can Negotiate Anything'. In this post, we will have a look at ‘Time’ as the second most crucial aspect in negotiations.
Herb describes 3 golden rules about time.
Rule #1: The passage of time affects negotiations in a very significant way. In any negotiation, the consensus or settlement action happens close to the deadline. So be patient. Patience pays. Wait for a favorable moment to act. When not sure, do nothing.
Rule #2: Never reveal your real deadline to the other side. Deadlines can be flexible. Never blindly follow a deadline but evaluate the real benefits. The ‘other side’, no matter what they try to show, always has a deadline.
Rule #3: Don't take an extreme action unless it is advantageous for you, cautions Herb. Many a times, as the deadline approaches, you might observe a sudden change in power. Because, as we know from rule #1, with the passage of time, although people remain the same, circumstances do change!