Negotiation

Performance Psychology

Time management – (Energy management) and Negotiating

May 24, 2011

Key to any business negotiating is sorting out the facts, sorting out the information and then making judgements on where the other side is coming from. This needs structure , discipline and intuitive judgement. Left brain and right brain skills.

If you are not managing your time and energy properly, you will not have the time to do the research, do the preparation and do the critical thinking that will enable you to make the correct judgements before you meet with the person you are negotiating.

You have to decide your BP – best position, TP – target position, WAP – walk away position and your AP alternative position (what happens if you don’t do the deal with this person). Then the trickier bit where you are looking at what are their positions so you can make a judgement or where the ZOPA is – the zone of potential agreement. The area where both parties can do the deal.

Time is critical – your time and time of others. My mentor Nido Qubein calls it energy management (as we have only so much energy a day) we have to focus to where the results are. Keep simple to do lists. prioritise them into order. Do the key pieces of information first, second the next important and then perhaps don’t do the rest. Negotiate your success through time management.

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