Artificial Deadlines

Definition

Artificial deadlines are time constraints that negotiators impose on themselves or others to create a sense of urgency and pressure during negotiations. These deadlines are not tied to any real external factors but are used strategically to push for quicker decisions or concessions from the other party. By creating a sense of urgency, negotiators aim to influence the other party's perceptions and reactions, often compelling them to act more quickly than they might otherwise choose.

5 Must Know Facts For Your Next Test

1. Artificial deadlines can lead to rushed decisions, which may result in poor outcomes for one or both parties involved.
2. These deadlines can backfire if the other party recognizes that the deadline is not genuine, leading to distrust and counter-strategies.
3. Effective use of artificial deadlines requires careful planning and timing; too much pressure can lead to resistance rather than compliance.
4. Negotiators may use artificial deadlines to prevent discussions from dragging on too long, keeping momentum in the negotiation process.
5. Recognizing and countering artificial deadlines can be a key skill for negotiators, allowing them to maintain control over the pace of negotiations.

Review Questions

• How do artificial deadlines influence decision-making in negotiations?
  • Artificial deadlines create an environment of urgency that pressures parties to make quicker decisions. This sense of urgency can lead negotiators to prioritize speed over careful consideration, potentially resulting in concessions they might not have otherwise made. By pushing for rapid outcomes, artificial deadlines can also alter the dynamics of negotiation, sometimes leading one party to feel cornered and less willing to explore alternatives.
• Evaluate the potential risks associated with using artificial deadlines in negotiations.
  • While artificial deadlines can effectively motivate parties to reach agreements faster, they also come with significant risks. If one party recognizes that the deadline is not legitimate, it could lead to skepticism about the negotiating process and damage trust. Additionally, undue pressure may provoke defensive reactions, causing parties to dig in their heels rather than engage constructively. Understanding these risks is crucial for negotiators who want to maintain a positive negotiation climate while utilizing deadlines.
• Assess the impact of artificial deadlines on long-term relationships between negotiating parties.
  • Artificial deadlines can have lasting effects on relationships between negotiating parties. If used excessively or perceived as manipulative, they can breed resentment and reduce trust, undermining future interactions. On the other hand, if employed judiciously and transparently, they can help streamline negotiations without significantly harming relationships. The key lies in balancing urgency with respect for the other party’s needs and decision-making processes to foster ongoing collaboration beyond a single negotiation.

Related terms

Anchoring:

A cognitive bias in negotiations where the first offer or piece of information serves as a reference point for all future discussions.

Pressure Tactics: Strategies used in negotiations to compel or coerce the other party into making concessions or agreements, often through manipulation of time or resources.

Concessions:

The compromises or adjustments made by one party during negotiations to facilitate agreement, often in response to pressure or artificial deadlines.