Negotiation Greatest Practices: Negotiate Your Time!
When most of us take into consideration negotiating good offers, there’s cash at stake. We negotiate for higher compensation. We negotiate the very best value on a automobile or a home. And we commerce varied items and providers denominated in foreign money.
What we neglect are the financial equivalents. We have to consider methods to enhance our negotiations for issues which can be simply nearly as good as cash, however which for some purpose we do not consciously imagine are negotiables.
The largest prize of all, in lots of circumstances, is our TIME, which is all the time missing.
We have all heard the expression “time is cash”. Let’s faux.
For instance, a few of my consulting shoppers have shoppers who appear to wish some consideration. They name consistently, asking the identical supply query again and again.
“When will my package deal arrive?”
Simply yesterday they had been politely knowledgeable that it could arrive in about 4 working days, however right here they’re, day two, asking for reassurance.
They have been given a monitoring quantity they usually have equal entry to supply particulars, however they name and name.
I counsel focusing them on the service, UPS or FedEx or the postal service. Focus his consideration on another person.
Equally, if a shopper turns into too connected to me, discovering that I’m too accessible, I’ll direct him to a different particular person by saying:
“At this level, it is so-and-so’s job to get the package deal to you. My time is spent on different issues.”
The trick is to say this as quietly as attainable and keep away from sounding necessary. Nonetheless, if it is unavoidable that you simply appear somewhat distant, that is the value you pay to purchase again your treasured time.
I’ve labored in organizations the place on the spot messaging was used to shortly share info, however it had the impact of breaking folks’s consideration spans.
In some circumstances, I turned off textual content messaging, saying when you want me, name me or go away me a voicemail.
Uninterrupted time is important to perform many organizational duties, so negotiating to recoup your time is an ongoing wrestle.
It could possibly be so simple as closing the door to your workplace, letting or not it’s identified upfront that when the portal is sealed, your sanctuary is sacred.
Peter F. Drucker, my former professor and world-renowned administration sage, urged executives to “know your time,” as a vital first step to turning into extra environment friendly.
Good concept, however we won’t cease there. At each flip, we should protect it and deploy it intelligently. Increasingly more, on this over-communicated world, meaning negotiating for him, again and again.