Delay tactics

Definition

Delay tactics are strategies used in negotiation to postpone or slow down the process, often to gain more time to think or to manipulate the situation to one's advantage. These tactics can create a sense of urgency for the other party while allowing the user of these tactics to reassess their position or gather additional information. While they can be effective, they may also lead to frustration and resistance from the opposing side.

5 Must Know Facts For Your Next Test

1. Delay tactics can involve asking for more time to consider an offer, leading to an extended negotiation timeline.
2. These tactics may cause frustration in negotiations, resulting in decreased trust and willingness to cooperate from the other party.
3. They can sometimes backfire if used excessively, as the other party may perceive them as manipulative and untrustworthy.
4. Delays can shift the dynamics of power in negotiations, giving one side an advantage if they use them effectively.
5. Understanding when and how to use delay tactics can be crucial for negotiators aiming to achieve favorable outcomes.

Review Questions

• How do delay tactics impact the flow of negotiations and the relationship between negotiating parties?
  • Delay tactics can significantly disrupt the flow of negotiations by introducing uncertainty and prolonging discussions. This can create tension between parties, as one side may feel frustrated by the lack of progress. Additionally, repeated use of such tactics can erode trust and goodwill, making it harder to reach a mutually beneficial agreement.
• Evaluate how delay tactics can alter negotiation strategies and outcomes for both sides involved.
  • Delay tactics can compel negotiators to reassess their strategies, as they may need to adapt to the prolonged timeline created by these tactics. For the party employing delays, it allows time to gather more information or rethink positions, which can lead to stronger negotiation outcomes. Conversely, the other party may feel pressured to make concessions or settle quickly due to perceived urgency, impacting their overall strategy.
• Synthesize the potential advantages and disadvantages of using delay tactics in high-stakes negotiations.
  • In high-stakes negotiations, using delay tactics can provide advantages such as increased leverage and better preparation time for presenting offers. However, there are significant disadvantages; excessive delays can damage relationships and result in negative perceptions from the other party. Ultimately, successful negotiators must balance the strategic benefits of delaying with the potential fallout from frustrated counterparts.

Related terms

Stalling: A specific type of delay tactic where a negotiator intentionally takes longer than necessary to respond or make decisions.

Negotiation Power: The leverage one party holds over another in a negotiation, which can be affected by the use of delay tactics.

Counteroffers:

Responses made by one party in negotiations that can lead to delays as each side weighs the implications of new proposals.