|
Peter Barron Stark
President
Subscribe
for Free !
Introducing our
newest book
Here's what our readers
are saying ......
Order Your Copy
Visit our website at
www.everyonenegotiates.com
for more great resources
on negotiation
Contact us!
Peter Barron Stark
& Associates
11417 W. Bernardo Ct.
San Diego, CA 92127
Phone: 877.727.6468
Phone: 858.451.3601
FAX 858.451.3604
|
Tactic #87- Setting a Time Limit
Summary: Imposing a time limit for making a
decision.
At any time during a negotiation, either party may
Set a Time Limit on agreeing to a particular deal point. But
remember, you do not have to accept any limits your counterpart sets. In
fact, it is a good idea to question all your counterpart’s limits. On
the other hand, it is also a good idea to go into a negotiation with
your own limits in mind.
Example
You make
an offer on a house. The seller counters with a price that is two
thousand dollars higher, and gives you just twenty-four hours to make a
decision.
Counter
First, you could counter with the tactic of Asking an Open-Ended
Question, asking why the seller is imposing this time limit. Second,
using the tactic of That’s Not Good Enough, you could tell the
seller the time limit is unacceptable and be prepared to walk away. A
third option would be Moving the Deadline. Tell the seller you
cannot respond within twenty-four hours, but will reply in forty-eight
hours. This tactic would give you more time to make a better decision.
Fourth, you could simply ignore the time limit.
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty.
Ask the
Negotiator
Dear Peter,
2.5 years ago I took a position as Floodplain Engineer in Local
Government, working under a senior Engineer from Bangladesh. Our
working relationship has always been very efficient, polite and
friendly. 1.5 years ago a new position was created which was to
supervise a flood engineering and drainage team within a larger
Natural Resources Unit. I applied for the position and won it. He
didn't apply. Me winning the position however meant, that instead of
working under him, I was now his boss. Ever since, our relationship
has slowly deteriorated and he keeps trying to give me work or
asserting his seniority over me in front of other people. How can I
politely get through to him that the situation has changed and that
even though I am a lot younger than him, I have been awarded the
senior responsibility?
Regards,
Daniela
Dear Daniela,
Although a negotiation does need to take place, it is a negotiation
for improved performance from your direct report. The only
thing you did not tell me in your letter is whether you do this
gentleman's performance review. If he really does work for
you, then I imagine you are responsible for the review of his
performance. You stated you want to politely get through to
him that you are now his boss. I agree being polite is
important. I also feel you need to be more direct and
confident in your communication with this gentleman than you have
ever been in the past. There is a big difference between being
perceived as "polite and nice" and being respected as the leader.
Your goal is to be respected as the leader.
In a
direct and confident communication style, I recommend that you
collect very specific examples (word for word) where this gentleman
asserts his seniority over you in front of other people. Tell
him you do not appreciate this style of interaction and share an
example of how he might handle it differently in the future.
When he does it again, sit him down for another session. If he
continues down this course, ensure his performance evaluation
honestly reflects the issues you have discussed. I recommend
you purchase a good book on leadership that covers coaching and
counseling your employees in detail. (My book, The Competent
Leader, will help you in asking the right questions that allow
"difficult people" to discover why their behaviors are creating a
problem. It's available at
www.pbsconsulting.com).
Last,
what I do not recommend is that you "tell" this gentleman that "you
are now over him". As Margaret Thatcher once said, "Being
powerful is like being a lady. If you have to tell people you
are, you aren't."
Best regards,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to
info@everyonenegotiates.com. If your challenge gets
published, we'll send you an autographed copy of The Only
Negotiating Guide You'll Ever Need, by Peter Stark and Jane
Flaherty ($14.95 retail) WOW!!
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
8 Nonverbal Negotiation, Part II
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
To forward this tactic to a friend or colleague
please click on the forward link below
|
