by Henk Botha FIAC B.IUR LL.B
© 2000 Bellstone Training (International) Limited
You may not reproduce this Report without the express
written permission of Bellstone Training (International) Limited,
40 Craven Street
Charing Cross
London
WC2N 5NG
England
The most dangerous time in a
negotiation is when deadline pressures increase. Inexperienced
negotiators unnecessarily give away big concessions. Here are some
ways to prepare yourself to resist these pressures:
1. Use the Future
Shaping technique. Expect these pressures. Then, mentally
prepare yourself to deal with them when they do occur. Will you risk
a high target and a possible deadlock?
2. Revise your WAP
(Walk-Away-Point). Is it based on objective information, or is it a
WTP (Wishful-Thinking-Point)?
3. What pressures affect your counterpart?
4. If you deadlock, is it possible
for the negotiations to resume later?
5. Resist intimidation. If you bow
to pressure by making a concession, you are rewarding your opponent
for it. She will remember it and repeat it in future negotiations.