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Using Time in Negotiations

Geeky hipster falling asleep on hand on white backgroundThe use of time in negotiations is a well known ploy that is more effective than meets the eye.

When you come into a car dealer for the third time to look at the same car, that dealer has a significant advantage. He or she knows you have invested significant time into this deal and will be willing to compromise a lot on price.

There are many examples of using time and personal energy as a tactic in negotiations, I will share a couple examples from my own history to illustrate how this works and how you can thwart others who would use time trying to get advantage over you. These ideas were also presented in my book, “Trust in Transition: Navigating Organizational Change.”

I recall one situation where a CEO was contemplating the purchase of a diversified company with offices all over the world. The selling CEO wanted to…

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