Description: One side attempts to put a time limit on the negotiation or the deal being discussed.
You (or your counterparty) unilaterally impose a deadline on the negotiation process. If you do this early as part of the agenda-setting process, it can be collaborative or compromising. (My flight leaves at 7 PM, and it would be great to have a signed agreement.) If you do it late, it becomes a “now or never” pressure play.
This is culturally-sensitive. North Europeans, Americans and Japanese won’t find it unusual, but other Asians, Latin Americans, and Southern Europeans may not like it.
Intent: Reach a rapid decision – and to take control of the process.
Style: Varies, depending on how cooperative the discussion is approached. Often comes off as quite Competitive.
Counter: Make the timetable a negotiating variable, reject deadline, or make plans to reconvene when he has more time (i.e.: call his bluff).