Fast Or Slow: What’s The Right Speed For Your Next Negotiation?

We often spend time talking about the negotiation styles or negotiating techniques that should be used in our next negotiation; however, we rarely ever spend any time talking about how fast the negotiations should go. Should you next negotiation be a fast negotiation or a slow negotiation?

Why Quick Deals Are Never A Good Idea

I really like the idea of a “quick deal”. You know what I mean: you get in, you get out and you have a deal that you can live with without having to invest too much time or effort planning. However, I speak from experience when I tell you that a quick deal is almost never a good idea.

Quick deals generally wrap up with one or both sides leaving the table feeling unhappy. The reasons can be varied, but generally it comes down to the simple fact that they now realize that they somehow missed a critical detail. If only they had had more time to explore more possibilities, then they could have reached a much better deal.

Racing through a negotiation does not allow you to take care of the people side of a deal. Everyone’s ego needs to be stroked during a negotiation; they need to feel as though you are willing to take the time to understand them as a person before they are going to be willing to reach a deal with you. If you skip this step, you might get a deal, but you’re not going to get the best deal.

Why You’ll Want To Control The Pace Of Your Next Negotiation

The pace of a negotiation is something that can be controlled. Now the big question is by who? It’s either going to be you or the other side of the table. I’d like to recommend that it should be you.

The first thing that you are going to want to do when a negotiation starts is to determine how fast the other side wants the negotiations to move. Are they operating under a time limit and do they need to reach a deal quickly? Or is something not ready on their side and they need to slow things down so that they can get their act together?

As a negotiator you need to determine what pace they want to negotiate at and then you need to try to change it. Move from slow to fast, or fast to slow. See how the other side reacts. This will reveal information to you about what kind of constraints they are operating under and will provide you with more information that you can then use to create your negotiating strategy.

What All Of This Means For You

The final outcome of your next principled negotiation may depend on the pace of the negotiation. The other side of the table may want things to go fast or slow, but that doesn’t mean that you should agree with them.

Negotiations that complete too quickly can leave one or both parties feeling dissatisfied. Because all of the possibilities were not explored, one or both parties may feel that they didn’t get the best deal. Additionally, when the other side wants the negotiation to move at a given pace, you need to take control and make the negotiations move at the pace that you desire.

Who controls how fast a negotiation progresses is one form of negotiating power. You’ll want to control this and so you need to take the time to determine how fast the other side wants the negotiation to proceed and then take steps to control its pace.

How To Use Movies To Reinforce Your Presentation Points Without Getting A License to Show The Clips

You are planning to conduct a workshop on communication and leadership for a group of middle managers. You just finished watching a great movie “Lord of the Rings” and you recall real gems that you could share. You view the movie again and locate the gripping scenes you want to show from the DVD to illustrate your points.

As you are writing your notes to add to your material, your son, the law student, says ” Hey we were just talking about the copyright law in class today. Do you have a license to show that clip?

The copyright act clearly lets us know that just because we have brought or rented the video does not mean we have legal right to show it in a workshop outside of our home or non-profit educational settings. But check out the law for yourself at http://www.copyright.gov
If you want to show a video like “Rudy, for example, because it is has some great motivational clips on self-esteem, you need to contact a place like the Motion Picture Licensing Corporation (www.mplc.com)

There is a way to bypass the law legally and at the same time pump up your presentation.

Use your voice and body to show and tell the points you want to make. Yes, you heard me correctly. You practice telling the story clips that you were going to show in the workshop. Here are some simple ways to do it.

  • View the clips at least 2 times.

    Script out the scenes. Use great care in describing each of the characters. Include the physical characteristics as well as the body language they showed.

  • State the points you want to make in your script.
  • Practice the facial expressions and voice tones used in the clips.

    When you share the story introduce the points you want to share with excitement and enthusiasm in your voice. For example, “There is a powerful scene in the movie “Lord of the Rings that illustrates the heavy weight of responsibility a leader can feel”

  • Set up the story by explaining what has already happened in the story before you start sharing the scene.
  • Be careful to PAUSE before you share something if you want to set up anticipation and after you have said something that you want the audience to chew on.
  • If there is dialogue change your voice to assume the voice(as close as you can) of the characters that are in the scene you are sharing.
  • Restate the points you made in the beginning.
  • Someone reading this is probably saying, “But I’m not an actor or actress. This sounds much too dramatic.” My response to that is, “Give it a try” or “Purchase the license.” Bring the video experience to your audience. You will be better for it and your audience will remember your points.

    Presentations – 3 Tips From Multi-Media To Help You Win Audiences

    What words come to mind when you think “multi-media”?

    Quick, ever-changing, colorful, active, visuals, sounds, the unexpected…connection and interaction.

    Your audiences live with–have embraced–multi-media in their daily lives. They gravitate to more color, more action, more variety, more stimulation. Why can’t presentations be more like multi-media?

    They can if you allow yourself to use multi-media as a model for your presentations. Here are 3 tips to do that.

    1) Reduce the desire to explain everything. Your favorite app doesn’t explain itself. It works and you learn how to use it by just using it. When you’re introducing a new idea or product or service in a presentation, just start. The typical jargon-laced introductions and the old and boring “tell’ em what you’re gonna tell’ em” rule is out the window these days. Jump right in with a colorful story or example, or a challenge, or a hard question. Your audiences are ready for this.

    2) Mix up the visuals in your slide deck. Corporate rules about design parameters are counter-productive to the goal of getting connected with the audience. A fixed three-color scheme, slide templates where everything is exactly the same on every slide, perfect photos or stylized graphics–none of these attract the audience. The human brain’s efficient filing system says to itself -”I’ve seen this before, know what it means..NEXT!” so instead of increasing awareness of the brand, these corporate looks decrease interest.

    3) Add sound and movement to your presentation deliberately and thoughtfully. Sounds can be embedded in your slides–show a process or flow and embed a sound that suggests movement. This can be fairly subtle–no roaring plane engines–but your audience will pick it up and their attention will be stronger than otherwise.

    Incorporate movement by asking the audience to raise their hands, to write something on a handout, or to handle and use a promotional product or gift. Something small makes a big difference in the course of a 30-60-90 minute presentation.

    Multi-media doesn’t sit still and doesn’t lecture. It moves and it grabs and it makes you participate. Do the same with your presentations and your audiences will be eager for more.