Return to The power of deadlines
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Andrew Boughton /
Lisa, You make excellent points on deadlines. Time is the ultimate lever when it comes to establishing power. You have to be careful when using deadlines, if you are in a distributive negotiation, revealing a deadline could cause the other party to use that information against you. The Owners were effective because the players had more to lose by missing the rest of the season. The owners effectively placed the deadline onto the players. The idea is to place your time pressure onto the other party. Otherwise, if you walk into the deal saying, "I've gotta have this closed by Friday", some negotiators will make you pay by using your deadline against you. You want to change that statement to "You've got my attention until Friday, and then we are moving on to other priorities", etc. For more information check out http://bit.ly/61YfKZ
Gary Boettcher /
Liz, I agree with much of the article as deadlines may artificially help balance power and force folks to establish their BATNA. The FLSA allows for such deadlines as labor contracts generally expire. This facet of negotiation worked for us while negotiating a multi-million dollar contract. The deadline helped the parties focus on closing a fair deal for both groups. Yet I have also been involved in negotiating 10 digit contracts under the Railway Labor Act where no such deadline can occur. The NMB must declare an impasse and even then the President and Congress can interfere with the process -- all in the name of preventing disruptions to the American public. Under the RLA, contracts have gone on for as long as 15 years without resolution because of failure to establish a deadline that would force counterparts to focus on settlement -- to bring them to the table in a good faith effort of creativity and collaborative problem-solving. How would you propose the RLA be re-drafted to address this inequitable difference between the FLSA and the RLA? Gary Boettcher Adjunct Professor Sullivan University gboettcher@sullivan.edu