{"id":12846,"date":"2023-03-01T00:00:00","date_gmt":"2023-03-01T00:00:00","guid":{"rendered":"https:\/\/www.scotwork.com\/nz\/blog-nz\/moving-too-fast\/"},"modified":"2023-03-01T00:00:00","modified_gmt":"2023-03-01T00:00:00","slug":"moving-too-fast","status":"publish","type":"post","link":"https:\/\/www.scotwork.com\/nz\/blog-nz\/2023\/moving-too-fast\/","title":{"rendered":"Moving too fast"},"content":{"rendered":"<article class=\"article__content\">\n<p>This past week, I gave an address at a client\u2019s annual sales kickoff meeting. My message for the team was simple: protect your value. We had great discussions around the topic, but one theme kept coming up: speed. For them, everything is moving quickly. Their plates are full, expectations are high, and they\u2019re finding it harder to keep up with it all. They wanted to know how to be more efficient so they can get through their negotiations faster while protecting their value.<\/p>\n<p>\u201cI don\u2019t have enough time.\u201d It\u2019s the most common obstacle I run into. It\u2019s used to explain everything from why people can\u2019t prepare to why they can\u2019t get better deals. The reality is, insufficient time doesn\u2019t have to be as much of an obstacle as people think. But you have to\u00a0<em>make<\/em>\u00a0it less of an obstacle, and that requires some work. People must have discipline in their negotiations.<br\/><br\/>Here are 5 tips for how to find time in your negotiations and make them more efficient.<\/p>\n<p><strong>Preparation saves time.<\/strong>\u00a0I can\u2019t tell you how often I hear, \u201cI don\u2019t have time to prepare.\u201d The irony is that if you don\u2019t have time to prepare, then you better have time to waste. Because that\u2019s exactly what will happen in a negotiation if you don\u2019t prepare \u2014 you\u2019ll waste time. Proper preparation helps you walk into a negotiation with a purpose and a plan. \u201cWinging it,\u201d as some will attempt to do, becomes an exercise in guessing. Even though a blind squirrel will find an acorn every once in a while, there\u2019s no need to fly blind during a negotiation. In my experience, every minute of preparation will save you 10 minutes during a negotiation.<\/p>\n<p><strong>Get bad news out early.<\/strong>\u00a0Bad news can come in many different forms, but most of the time, it revolves around something the other side wants that you know you can\u2019t do. Would you rather spend a lot of time negotiating a deal only to have it unravel at the end because that thing you can\u2019t do is a dealbreaker for the other side? Of course not! Get it out as early as you can. You might as well know up front if a deal is even possible. Our suggestion: Tell the other side what you can\u2019t do, but signal where you can be flexible so they know you\u2019re still willing to work a deal. And if they still want to negotiate, then great. If they don\u2019t, then great too! Sometimes a door closed is as valuable as a door opened.<\/p>\n<p><strong>Be genuinely interested in the other side.\u00a0<\/strong>Dale Cargenie, author of\u00a0<em>How to Win Friends &#038; Influence People<\/em>, said, \u201cYou can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.\u201d You can apply the same philosophy to a negotiation. Spend more time asking questions and taking an interest in the other side. Learn what motivates them, how this deal will help them, what they value, what success (and failure) looks like to them, etc. The more interest you take in the other side, the more information you can discover about them; this will help you formulate proposals to get deals done (and it\u2019s a lot better than guessing).<\/p>\n<p><strong>Recap and summarize regularly.<\/strong>\u00a0Regular recaps and summaries will help ensure that a negotiation\u2019s salient points are kept on the table and in play. Oftentimes, we run from one conversation to the next, forgetting about what we\u2019ve discussed or agreed upon \u2014 and those details get lost. Then you have to spend time reworking something you\u2019ve already hashed out. You can avoid wasting that time simply by spending a fraction of it doing regular summaries. You should summarize before the end of every meeting as well. Plus, I highly recommend you circulate that summary; doing so will help you avoid more wasted time spent unwinding a revisionist take on the conversation.\u00a0<\/p>\n<p><strong>Tell people what you want (just not how badly you want it).<\/strong>\u00a0You will not get 100% of the things you don\u2019t ask for. In negotiations, people frequently hold their cards so close to their chest that each side is forced to guess what the other side wants. Not only does this lead to disappointment, but it also sucks up a lot of time. It\u2019s like playing the game Battleship, where you\u2019re just guessing what the other side wants. It\u2019s OK to tell people what you want \u2014 just don\u2019t tell them how badly you want it. Why make them guess?\u00a0<\/p>\n<p>If you\u2019re feeling the time crunch and want to be more efficient, be disciplined and apply these tips to your negotiations. In the long run, you\u2019ll save far more time than you invested.<br\/><br\/><br\/><strong>We Can Help You Make Your Negotiators More Efficient.<\/strong><br\/>Does your team complain that they don\u2019t have enough time in their negotiations? As time crunches and expectations continue to grow, it\u2019s critical that they be more efficient, getting through their negotiations faster while protecting their value. We can help! Drawing on nearly 50 years of real-world negotiating experience, we\u2019ll assist you with getting better deals, saving time, and creating value for all involved \u2014 not to mention preserving and even strengthening relationships. Let us partner you with one of our advisers, ensuring that you\u2019ve got the broadest view of your deal.<\/p>\n<p>talk to one of our experts today:<\/p>\n<p>P: 042979069<\/p>\n<p>E: <a href=\"mailto:info@scotwork.co.nz\">info@scotwork.co.nz<\/a><\/p>\n\n<\/article>","protected":false},"excerpt":{"rendered":"<p>This past week, I gave an address at a client\u2019s annual sales kickoff meeting. My message for the team was simple: protect your value. We had great discussions around the topic, but one theme kept coming up: speed. For them, everything is moving quickly. Their plates are full, expectations are high, and they\u2019re finding it&#8230;<\/p>\n","protected":false},"author":70,"featured_media":12847,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_legacy_url":"blog-nz\/2023\/moving-too-fast\/","footnotes":""},"categories":[1],"tags":[],"class_list":["post-12846","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Moving too fast | Scotwork NZ Negotiation Blog<\/title>\n<meta name=\"description\" content=\"World leaders in business negotiation training and consultancy with experts across 120 countries, with negotiation courses taught in 29 languages.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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