Life teaches us, often in quiet ways and sometimes in jarring ones, that time is our most limited and precious resource. We feel this truth deeply in our personal lives, but it’s just as relevant in our professional lives, especially when we sit down at the negotiating table.
Too often, negotiators fall into traps that waste time, drain energy, and delay valuable outcomes. Whether it’s endless circular arguments, ego-driven battles, or unclear decision processes, the results are the same: lost time and opportunity. We owe it to ourselves, and to those depending on us, to negotiate with clarity, focus, and respect for time. In addition, time wasted in negotiations often leads to missed opportunities beyond the deal at hand — opportunities for growth, innovation, and stronger relationships.
Here are 3 tips for avoiding common time-consuming pitfalls . . .
Break Circular Arguments
Circular arguments don’t just waste time; they erode trust and stall progress. To break the cycle, ask clarifying questions and genuinely seek to understand the other side’s perspective. Often, confusion or assumptions are fueling the repetition.
Bring clarity to the discussion by identifying the potential impacts of each side’s viewpoint. When both parties can see the real-world implications, it’s easier to find common ground. From there, craft an agreement that allows you to move forward, even if some uncertainties remain. Contingent agreements based on different possible outcomes keep the negotiation moving forward.
Additionally, don’t shy away from pausing a negotiation if you sense the discussion is going in circles. Sometimes, a brief break allows both sides to return with renewed focus and willingness to resolve differences.
Avoid Senseless Ego Wars
Negotiations can become emotional minefields when pride and ego take center stage. Staying relentlessly focused on core objectives is critical. Be flexible on the path to success, as long as your path stays within moral, legal, and ethical bounds. There are often multiple ways to achieve a good outcome, and rigidly clinging to one path often leads to deadlock.
Mirror the other party’s language to create connection, lower defenses, and keep conversations productive. When people feel heard, they’re more willing to engage in meaningful dialogue rather than posturing. Small moments of connection can often defuse tension and remind everyone involved that the goal is collaboration, not competition.
Set Clear Expectations
Managing time proactively is essential to efficient and effective negotiations. Set expectations early about when a deal needs to be finalized and clearly define what will happen if deadlines aren’t met. Understanding upfront how decisions will be made, who the key stakeholders are, and what the approval process looks like can save countless hours of frustration and delays.
Regularly summarizing discussions helps maintain alignment, capture agreements, and prevent misunderstandings. A quick recap at natural breakpoints keeps everyone focused on progress and ensures that no critical point is lost or misinterpreted. Building this discipline into your negotiation process creates a rhythm that keeps everyone accountable and focused.
Every Moment Matters
Every moment spent negotiating is a moment invested, or a moment lost. Time is a non-renewable resource. When we negotiate thoughtfully, efficiently, and respectfully, we honor not just the deal, but the people on both sides of the table.
Don’t waste time. Make it count.
We Can Help You Save Your Negotiation’s Most Precious Resource: Time.
Every moment spent negotiating is a moment invested, or a moment lost. Rely on Scotwork’s 50 years of experience to make every moment at the table count.