Delays

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Identification

This is a tactic used because of a process failure. Negotiations should have a target beginning and end. Delays in the negotiation allow more time to think, second-guess or consider options. We look at deals as snapshots in time given economic conditions, so delays may be the death of a deal. Markets fluctuate, and if you are creating a durable deal, taking too much time to watch the ebb and flow can unnecessarily spook the negotiators.

Example

“Let me think about it” is the common refrain heard when this tactic is in play. This deal is now in danger.

Solution

Discuss process and schedule. Milestones and deadlines help move the negotiation along. If you want to close and you hear the “think about it” delay tactic, revert to reviewing the deal elements. If they are all green lights, then there is no reason for delay and the deal should close.

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