Chapter 11
Time Tactics
Time can be either a friend or a foe. Two tactics related to time that you need to understand are time pressure and time investment.
THE TIME PRESSURE TACTIC
If you remember, we already talked a little bit about time pressure when we discussed the need for you to assess your bargaining power relative to the other side. If one side is under time pressure to come to an agreement quickly, it gives the other side tremendous negotiating power. If you are on the side that has the time advantage, you can now use time as a very effective pressure tactic.
In every negotiation, both sides will have a deadline—a point in time when they have to reach agreement, or they think they have to reach agreement. The secret to using time pressure ...
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