The_Essential_Manager_s_Handbook

DESIGNING THE STRUCTURE / 379

Thinking straight

The psychosocial process requires a

sound knowledge of human behavior

and an understanding that people will

take on “roles” during negotiations.

You need to be able to overcome barriers

to rational negotiation and avoid

psychological traps, such as the illusion

of optimism, a sense of superiority, and

overconfidence. Other hazards include

a reluctance to reverse a decision that

produces poor results or intense conflict,

and competition between negotiators in

the same team.

Keeping time

The temporal process involves managing

time and the way in which the negotiation

moves from one stage to the next by

appropriately pacing the speed of each

stage and synchronizing the actions of

the negotiators. Many negotiations (and

sales presentations) stall because the

negotiators belabor points for too long

and are unable or unwilling to move the

process toward its closure phase.

28

months is the average time

it takes for countries worldwide

to agree on terms for regional

trade agreements

US_378-379_Designing_the_structure_2.indd 379 30/05/16 3:06 pm