Good negotiators know how to manage time, and great negotiators know how their counterparties are managing time.
Some businesspeople make the mistake of thinking that time is a HYGIENE factor — something you manage well or badly. The truth is, however, that TIME is a strategic or tactical factor in negotiation.
Learn to control the flow of negotiations, and understand how to use deadlines and timetables to your advantage. You’ll find that the way you handle time has a big impact on your style, relationships, and conflict.