deep dive explain deadlines---KEY TERM: Deadlines An attempt by one side to assert their goals and get progress started in the interaction. By negotiating with your counterpart, you can neutralize the need for deadlines and steer the conversation toward a more collaborative experience. TIPS FOR NEGOTIATING DEADLINES: If a deadline comes with a lot of specificity (who, what, when, and how), then it's likely that the deadline is firm. However, this often isn't the case, and any mention of a deadline becomes an opportunity for you to negotiate for more favorable terms. Your goal, then, is to neutralize a deadline. First, you can incorporate a label into the discussion to get a sense of the underlying need. Good labels for this situation include: * Sounds like time is of the essence. * Sounds like you want to get this done. * Sounds like this is really important. Next, follow up with a calibrated question (preceded by empathy) and take the opportunity to gently test the boundaries of the assumed deadline: * This is going to sound ignorant of me: What happens if we miss the deadline? Ultimately, this brings the conversation back to implementation (how this specific task will be completed). Deadlines distract from implementation under the guise of agreement but can place you and your counterpart at a great disadvantage. By focusing on the root case for the urgency, you can better determine what actionable steps are needed to reach your desired goals.

视频信息

答案文本 复制

视频字幕 复制

Deadlines are a common tactic in negotiations where one side attempts to assert their goals and create urgency to get progress started. While they may appear firm and non-negotiable, especially when presented with specific details, deadlines often present opportunities for negotiation and can be neutralized through strategic communication. The first step in neutralizing a deadline is to assess its specificity. If a deadline comes with detailed information about who is responsible, what exactly needs to be delivered, when it must be completed, and how the process will work, then it's likely a firm deadline. However, when deadlines lack this specificity, they present opportunities for negotiation and can often be challenged or modified through strategic questioning. The first technique for neutralizing deadlines is using labels to understand the underlying urgency. Labels are empathetic statements that help uncover the real need driving the deadline. Effective labels include phrases like 'Sounds like time is of the essence,' 'Sounds like you want to get this done,' or 'Sounds like this is really important.' These labels create empathy and open dialogue about the true priorities behind the deadline. Deadlines are powerful tools in negotiation that one side uses to assert their goals and create urgency. However, not all deadlines are firm, and understanding how to handle them can transform a high-pressure situation into a collaborative discussion. The key is learning to neutralize deadlines through strategic questioning and empathy. The first step in handling deadlines is determining whether they are firm or negotiable. Firm deadlines come with high specificity: they clearly define who will take action, what exactly needs to be done, when it must happen, and how it will be accomplished. However, most deadlines in negotiations lack this level of detail, which means they are likely negotiable and present opportunities for discussion. When faced with a deadline, your first response should be to use labels to understand the underlying need. Labels are simple statements that reflect what you observe about the other person's emotional state or priorities. Good examples include saying 'Sounds like time is of the essence' or 'Sounds like this is really important.' These labels help reveal the true motivation behind the deadline pressure. After using labels to understand the underlying need, the next step is to test the boundaries of the deadline with calibrated questions. The key question to ask is: 'This is going to sound ignorant of me: What happens if we miss the deadline?' This approach is preceded by empathy to soften the challenge and helps reveal whether the deadline has real consequences or is simply artificial pressure. This questioning strategy opens discussion about alternatives and implementation. To summarize: deadlines are often negotiable pressure tactics rather than firm constraints. The key to handling them effectively is using labels to uncover real needs, testing boundaries with empathetic questions, and focusing on implementation rather than artificial urgency. This approach transforms deadline pressure into productive collaboration. To summarize what we've learned about handling deadlines in negotiation: First, assess the specificity of any deadline to identify opportunities for negotiation. Use empathetic labels to understand the real needs driving the urgency. Test the boundaries with calibrated questions about what happens if deadlines are missed. Focus on practical implementation rather than accepting artificial pressure, and transform these discussions into collaborative problem-solving sessions.