Negotiating with Deadlines
Create tension for the other negotiation party by setting a deadline in which they must make their decision or act. Increase anxiety by creating a consequence or penalty if they do not make the deadline. By doing this you will essentially be distracting the person by forcing them to concentrate on what will happen if they do not comply. This may ward off a counter offer and force a faster decision in your favor.
Example
When I was even more naïve that I am now, I signed-up for contests at various conventions that I attended. As a soon to be bride I was visiting the local Wedding Show and signed-up for one such contest. A few days later, a representative from the conference called excitedly to tell me I had won a trip for two to Walt Disney World in Florida!
I was ecstatic at never having won anything in my life. They were going to pay for a three nights stay and tickets to get in to the theme park—all I had to do was pay a $100/per person processing fee, buy my own airline tickets, and attend an all day time share seminar. Nevertheless, it still seemed like a good deal, regardless that I did not have time to take a vacation and would probably not choose Florida. All I had to do was SAY YES NOW!
But, as a future wife I felt like it was my responsibility to check with my fiancé first. He knew their scheme and told me to decline. I let the representative know and he had a practiced list of responses to my objections, including one where he insultingly told me that if I don’t take this opportunity to travel I would never be going anywhere!
His deadline tactic did not work on me, but I am sure it has on countless young brides attending Wedding Shows across the country. Then, I am sure some were haplessly talked into the time-share because it was a “once in a lifetime deal!”
