Time ( Part 1 ) - 3 Crucial Variables
So let's start, It is an accepted truism that time marches on. It moves at the same rate for all of us, no matter what we do. Since we cannot control the clock, we must examine how the passage of time affects the negotiation process.
Most people speak of negotiation as though it were an event- something that has a definite beginning and ending. If this were so, it would have a fixed time frame. It might begin on a certain day at 9:00 A.M., when you have scheduled a meeting with your boss to ask about an overdue raise.
Since his secretary told you that the boss has another appointment the following hour, you are aware of the time limitation. You believe your meeting will end at 10:00 A.M.
The following illustration depicts the starting point for this negotiation as G ( when you enter the office ) and the termination point as K ( when he or she stands up to walk you to the door ). It is this concluding point that we commonly call the deadline. How ominous that word sounds.
Assuming that this is an accurate portrayal, when will most concession behavior take place? At points, F,H,I or J? In virtually every negotiation, concessions will be made between points J and K, as close to the deadline as possible.
Moreover, in almost all negotiations, agreements and settlements will not occur until point K ( or possibly L ), at or beyond the deadline.
In other words, if the boss acknowledges the merits of your case and finally agrees to grant the raise, it will probably happen at 9:55 A.M. This reality, that all the action occurs at the 11th hour, holds true in every single negotiation.
When do most people file their Income Tax Returns?
If a secretary is given 7 days to type a report, when will it be completed?
Having 2 months to write a Term Paper, when will the student submit it? ( Forgive the Submission, when will it be started? )
Even such a well-disciplined and responsible body as the U.S. Congress passes most of its legislation just prior to recess.
Therefore, in any negotiation expect most significant concession behavior and any settlement action to occur close to the deadline. That being the case, if I know your deadline and you don't know mine, who has the advantage?
If you are a literalist about time ( you believe it because you saw it in writing ) and I'm flexible about time ("Hey, there's a deadline, and there's a Real deadline") who will have the edge? Why, I will, because as we near the point that you perceive as the deadline, you stress level will increase, and you will make concessions.
As I watch you squirm, I can hold off yielding anything to you, even though my deadline is right after yours. The following will indicate how I learned this concept the hard way, Let put that in Example that will be easy to understand:
20 years ago, I was employed by a corporation that was operating internationally, I had the type of key Management Position typified by my superiors' saying, "Hey, Cohen, how about 2 with cream and 2 with sugar!"
To Paraphrase Rodney Dangerfield, I didn't get no Respect.
While fetching coffee for the biggies, I was exposed to those who had returned from overseas, brimming with exotic stories. Sometimes I'd meet them at breakfast before work. I'd ask, "Hey, where've you been?"
One would say, "Aw, just got back from Singapore, where I pieced together this nine-million-dollar deal."
Then turning to the other, I'd ask, "How about you?"
He'd say, "Oh, Abu Dhabi." I didn't even know where Abu Dhabi was.
Being Polite they would ask, "Where've you been?"
What could I say? Well, I went to the Zoo ... the Aquarium - but I'm Looking forward to the Botanic Gardens. I had nothing to talk about. Since Young People need "War Stories", I used to go in to my boss every Friday.
I begged him, over and over, "Give me a shot at the big time. Send me out there. Let me be a Negotiator." I pestered him so much, he finally grunted, "Okay, Cohen- I'm going to send you to Tokyo to deal with the Japanese."
I was overjoyed. In my exhilaration, I told myself, "This is my Moment! Destiny Calls! I'll wipe out Japanese, then move on to the Rest of the International Community."
One week later I was on a Plane en Route to Tokyo for the 14 day Negotiation. I'd taken along all these books on the Japanese Mentality, their Psychology. I kept telling myself, "I'm really going to do well."
When the plane landed in Tokyo, I was the 1st Passenger to Trot Down the Ramp, Rating to go. At the bottom of the Ramp 2 Japanese Gentlemen awaited me, bowing politely. I like this.
The 2 Japanese helped me through customs, then escorted me to a Large Limousine. I Reclined comfortable on the Plush Seat at the Rear of the Limousine, and they sat stiffly on 2 fold-up stools. I said expansively, "Why don't you people join me? There's Plenty of Room back here."
They Replied, "Oh, no - you're an Important Person. You Obviously need your Rest." I Liked that, too.
As the Limousine rolled along, one of my hosts asked, "By the way, do you know the Language?"
I Replied, "You mean Japanese?"
He said, "Right- that's what we speak in Japan."
I said, "Well, no, but I hope to learn a Few Expressions. I've bought a dictionary with me."
His companion asked, "Are you concerned about getting back to your plane on time?"(Up to that moment I had not been concerned.) "We can schedule this Limousine to Transport you back to the Airport."
I thought to my self, "How Considerate."
Reaching into my pocket, I handed them my return flight ticket, so the Limousine would know when to get me. I didn't realize it then, but they knew my deadline, whereas I didn't know theirs.
Instead of beginning Negotiations Right Away, they first had me experience Japanese Hospitality and Culture. For more than a week I toured the country from the Imperial Palace to the shrines of Kyoto.
They even enrolled me in an English-Language Course in Zen to study their Religion.
Every evening for 4 and a half hours, the had me sit on a cushion on a hardwood floor for a traditional dinner and entertainment. Can you Imagine what it's like sitting on a hardwood floor for all those hours?
If I didn't get hemorrhoids as a result, I'll probably never get them. Whenever I inquired about the start of Negotiations, they'd murmur, "Plenty of Time! Plenty of Time"
At last, on the 12th day, we began the Negotiations, finishing early so we could play golf. On the 13th day, we began again, and ended early because of the farewell dinner.
Finally, on the morning of the 14th day, we resumed our negotiating in earnest. Just as we were getting to the Crux of things, the Limousine pulled up to take me to the Airport.
We all piled in and continued hashing out the Terms. Just as the Limousine's Brakes were applied at the terminal, we consummated the deal.
How well do you think I did in that negotiation? For many years my superiors referred to it as "The First Great Japanese Victory since Pearl Harbor."
Why did the debacle occur? Because my hosts knew my deadline and I didn't know theirs. They held off making concessions, correctly anticipating that I wouldn't allow myself to go home empty handed.
Furthermore, the impatience that I undoubtedly displayed conveyed my belief that this departure deadline was somehow sacred. As if this would be the last plane to leave Tokyo for all time.
Even the most experienced negotiations occasionally fall for a similar ploy. For Example, do you remember when the U.S wanted to extricate itself from the Vietnam War?
The U.S tried for months to get the North Vietnamese to the bargaining table. For Months, the U.S used direct appeals and intermediaries. All to no Avail.
In effect, what they were saying was, "We've been fighting this war for 627 years. What does it matter if we fight another 128? In fact, a 32-year war would be a quickie for us!"
Americans couldn't believe it. A 32-year Quickie!
Well, we will continue this Topic, where we will discuss further about the Importance of this Crucial Variable in Negotiations.
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