Negotiations Training

Time's Running Out:
Neutralizing Tactics: Deadlines

Remember how much "fun" you had in college trying to get a term paper or an important assignment in before a professor's deadline? You could see that day looming... even if it was two months away. At some point, you knew you needed to get off your duff and work on that paper so that you could pass the class and not face the wrath of your parents. Those were fun times, weren't they?

Negotiations are often the same. Just when we think we're cruising along, we're faced with a deadline we didn't expect. Some deadlines are internally imposed - the end of the quarter or a drop-dead date for a shipment. Others are imposed by outside parties or customers - some legitimate, others designed to put you under the gun. Unfortunately, it can at times be tough to recognize the difference between the two.

Larry: "I really need one more week to review this deployment plan with our CIO to make sure it is in line with what we had in mind."

Gary: "Well, that's fine but I'm assigning the team to a project at the end of this week. If I don't hear from you by Thursday, I'm going to put them on another project."

Larry: "But I thought they were already assigned to us?"

What is happening here? Well, it could be that the consulting manager is tired of dealing with someone who makes slow decisions. On the other hand, he may not have any other projects and wants to put the team in action before they get restless and start looking for other opportunities. No matter the reason, this tactic is designed to put pressure on the other party and force a decision. In many cases, deadlines are used dishonestly to force a decision, to make a concession or to drop on a particular position.

With this in mind, remember that negotiation deadlines come in three flavors:

1. Artificial - Imposing a contrived deadline to force the other party to make a decision quickly. An example: a used car salesman claiming that another couple will be coming in the next day to buy the car.
2. Practical - Suggesting a deadline to ensure availability, delivery, etc. This deadline may not be as firm as a real deadline but, in a way, it is designed to protect both parties. An example: Telling someone to book a plane ticket before seats are sold out
3. Actual - These are real deadlines that often cannot be moved. An example: A shipping company must have a delivery at a particular dock by a certain date to go out on a freighter.

When faced with a deadline, find out if it is truly an actual deadline, if it can be moved or if it simply a tactic. As you will often find out, it pays to be skeptical. Ask yourself or the other party the following questions:

* Where did the deadline originate? Was it set by the other party or by an outside entity?
* Is this deadline placing pressure on the other party?
* Can this deadline be moved or extended?
* What happens if a deadline is missed?
* Are there any long-term consequences to missing the deadline?

These questions will help you get to the heart of the matter. Here are some possible ways to handle deadlines:

Lonnie: "I just have to get a copy of that report on my desk by 5:00 PM today to finish my analysis."

Donnie: "I know that the analysis needs this report to get wrapped up. Would it be possible for me to have until noon tomorrow so that I can incorporate the data from our field offices on the west coast?"

Another possible scenario...

Greta: "Our new pricing structure goes into effect on Monday. I'd hate for a delay to cause you to spend 15% more on the same exact product."

Dieter: "That would be a problem for us. Is there any way you can get your management team to provide us an extension until our CFO is back on Tuesday?"