Hurrying

Description

It is easy in negotiation to be in a hurry to reach a conclusion. Perhaps it is the tension of the situation that leads you to seek relief from.

When you are going fast, you have no time to reflect and think. Decisions are thus made subconsciously and emotionally, using heuristics, habits and other unthinking patterns.

Avoiding it

Allow lots of time in your schedule for negotiations that are important, no matter how quickly you think you can make the decision.

Always take a break before making any major decision. It is also good to take regular thinking breaks. Never be afraid to say 'This is important and I want to think this one over.'

Watch out for others who are hurrying you up or otherwise creating tension. Be suspicious of those who want to stop you thinking.

Taking advantage

Wind the other person up, creating a tension that they seek to resolve.

Go fast: talk quickly, move quickly. Do not give them time to think or question what you say. Use long and complex sentences that eat up the time. Subtly imply that the other person is somehow incapable or stupid if they cannot keep up with you.

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Hurrying

Description

Avoiding it

Taking advantage

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Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And