General Negotiation July 30, 2024

Why are Time, Persistence & Patience Important in Negotiation?

Patience really is a virtue

“All you need is a little patience.” We’ve heard that for years, in church sermons, from our teachers, our parents, and even from pop songs.

As it turns out, patience is all you need to win at negotiation and might be the number one attribute of an effective negotiator. It allows you to have more time in negotiation, resist pressure, and keep your emotions in check during intense moments. Being patient gives you the ability to carefully analyze the situation, gather critical information, and make thoughtful decisions.

The Role of Persistence & Perseverance in Negotiation

Persistence and perseverance are essential life skills in a variety of situations, especially as an effective negotiator. Pursuing your negotiation with continuous and determined effort makes desired outcomes more achievable despite difficulties or delays.

Persistence in negotiation keeps your motivation strong even when obstacles arise, helping you to remain focused on your goals and keep pushing forward. Perseverance helps in maintaining momentum and ensures that the negotiation process progresses, even when progress seems slow or stalled.

Examples of Persistence & Perseverance while Negotiating

One notable example of persistence in negotiation is the story of Nelson Mandela's efforts to end apartheid in South Africa. Despite being imprisoned for 27 years, Mandela remained steadfast in his goal of achieving equality and justice for his people. His unwavering determination and persistent negotiations with the apartheid government eventually led to a peaceful transition of power and the establishment of a democratic South Africa.

A great example of persistence in negotiation is the United Auto Workers and General Motors strike in 2007. Despite numerous rounds of talks and a temporary strike, the UAW persisted in negotiating better wages and benefits for its members. Their perseverance ultimately resulted in a landmark agreement that improved working conditions for thousands of employees.

The Role of Time and Patience in Negotiation

Patience equals time, and more time in negotiation may mean better outcomes. You need those extra moments to understand what is being offered and the risks. Patience also gives you more breathing room to discover strengths and weaknesses in the opposing party's negotiation strategy. The bottom line is that patience in negotiation brings more information to the table, builds trust, finds common ground, and develops creative solutions that might not be apparent in rushed discussions.

The value of time in negotiation cannot be overstated. By not being in a rush, you can thoroughly understand the issues at hand, listen carefully to the other party, and consider all possible outcomes that can lead to more favorable terms.

Examples of Patience while Negotiating

A prime example of patience in negotiation is the Cuban Missile Crisis of 1962. During this tense 13-day period, U.S. President John F. Kennedy and Soviet Premier Nikita Khrushchev engaged in careful, patient diplomacy to avoid a nuclear confrontation. Kennedy's patience and willingness to explore all diplomatic avenues eventually led to a peaceful resolution, with the Soviet Union agreeing to remove its missiles from Cuba.

Another example is the negotiation process that led to the Good Friday Agreement in Northern Ireland in 1998. The peace talks, which involved various political parties and international mediators, required immense patience over several years. The parties' willingness to patiently address complex issues and build trust ultimately resulted in an agreement that ended decades of conflict.

Are Perseverance & Patience Skills?

Absolutely, perseverance and patience are negotiation skills because they require intentional development and practice. Those are all skills we teach as part of our negotiation training classes. These skills can be learned, refined, and strengthened over time through deliberate practice in everyday situations, such as managing long-term projects. Observing your reactions in challenging situations, seeking feedback, and setting goals for improvement can significantly enhance your ability to keep calm and persist.

These skills are also adaptable and applicable across countless contexts and situations. Building patience and perseverance requires self-awareness and emotional regulation, recognizing when you're feeling impatient or discouraged, and employing strategies like mindfulness and deep breathing to stay calm.

Quotes About Patience and Negotiating

Quotes can often capture the essence of a concept in a few powerful words. Here are a few that highlight the importance of patience in negotiation:

• “Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” – John Quincy Adams
• “To lose patience is to lose the battle.” – Mahatma Gandhi
• “The two most powerful warriors are patience and time.” – Leo Tolstoy
• “Patience is not passive, on the contrary, it is concentrated strength.” – Bruce Lee

These quotes emphasize that patience is a formidable tool in negotiation. It underscores the value of remaining calm, collected, and enduring throughout the negotiation process, illustrating how one can turn challenges into opportunities and lead to successful outcomes.

Why is Patience a Virtue?

Patience is indeed a virtue in negotiation because it fosters a thoughtful, strategic, and empathetic approach. It transforms potential conflicts into opportunities for collaboration and mutual benefit. Here's how:

• Provides more information: Patience allows negotiators to gather comprehensive information, leading to well-informed decisions. By taking the time to research and analyze all available data, you can better understand the implications of various options and strategies.
• Allows you to discover the other party’s needs and wants: When you are patient, you have more time in negotiation to engage in active listening and ask in-depth questions to uncover the true interests and motivations of the other party. It enables you to move beyond surface-level demands and address the core issues that matter most to both sides.
• Lowers other party’s expectations: Patience in negotiation helps you manage and adjust the other party’s expectations. When you take your time and don't rush to make agreements, the other party might begin to reassess their demands.
• Leads to concessions: Over time, the other party may become more willing to make concessions. As the negotiation process extends, they might recognize the value of finding a middle ground to reach an agreement.
• Forces realistic assessments: Patience enables both parties to take a step back and realistically evaluate their positions. It encourages a clear-eyed assessment of what is feasible and what is not.
• Helps problems rise to the surface: Time in negotiation can reveal underlying issues that may not be immediately apparent. By being patient, you allow these problems to surface, which can then be addressed and resolved.
• May change leadership or people involved in the negotiation: In prolonged negotiations, changes in personnel or leadership can occur. This change can break deadlocks and inject new energy into the negotiation process, making it easier to find common ground.

As John Quincy Adams aptly said, “Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” By embracing patience, negotiators can navigate the complexities of the process more effectively, leading to more satisfactory and sustainable outcomes for all parties involved.

How Can You Learn the Art of Patience in Negotiations?

As a negotiator, finding time in negotiation to develop patience, can be challenging but essential. Here are several strategies to help you cultivate patience:

1. Understand Your Triggers

Identify what causes you to lose patience, such as stress or tight deadlines. Recognizing these triggers allows you to develop strategies to manage them.

2. Set Realistic Expectations

Accept that meaningful outcomes often take time in negotiation. Setting realistic expectations for yourself and others can reduce the pressure to achieve immediate results, making the negotiation process more manageable.

3. Develop Active Listening Skills

Patience in negotiation is linked to effective listening. Focus on understanding the other party’s perspective by giving your full attention, asking clarifying questions, and summarizing their points.

4. Take Regular Breaks

Negotiations can be mentally and emotionally draining. Regular breaks allow you to recharge and return with renewed focus and patience.

5. Focus on Long-term Goals

Keep your long-term objectives in mind. This perspective helps you endure short-term delays, recognizing that patience can lead to more favorable outcomes.

6. Build Emotional Intelligence

Work on recognizing and managing your emotions and understanding those of others. Higher emotional intelligence helps you control impulsive reactions and maintain a patient demeanor.

7. Learn from Experience

Reflect on past negotiations where patience led to success and use these insights to reinforce its value and apply similar strategies in future negotiations.

8. Invest in Education

Mentors or negotiation coaches can provide valuable feedback and practical advice and can engage in role-playing exercises to help you practice in a controlled environment. Take negotiation courses or attend workshops like KARRASS Effective Negotiating^® that focus on building patience and strategic thinking. Educational programs often include simulations that provide valuable practice in maintaining patience.

Learn How to Develop All of Your Negotiation Skills with Karrass!

Developing negotiation skills, including patience and persistence, can significantly enhance your ability to achieve favorable outcomes. At KARRASS, we offer comprehensive training programs designed to help you master the art of negotiation. Our KARRASS Effective Negotiating^® seminars cover essential aspects of negotiation, from understanding the fundamentals to advanced communication techniques, ensuring you have the tools and knowledge needed to succeed in any negotiation scenario.

Enroll in one of our career-building seminars and dive deep into a world of tactics, strategies, and skills that will enhance your ability to persevere through trying negotiation prowess patiently.

Negotiators who have attended our educational webinars benefit from our expertise in several ways:

• In-Depth Knowledge: Explore the meaning of negotiation terms and tactics, including managing bogeys, with expert guidance from Dr. Karrass.
• Practical Strategies: Learn proven techniques that can be applied in real-world negotiations, enhancing your confidence and effectiveness.
• Interactive Learning: Engage in immersive sessions, case studies, and role-playing exercises, honing your skills through practical application.
• Personalized Feedback: Receive tailored feedback from experienced negotiators, refining your approach and amplifying your strengths.

When you attend one of our seminars, you have the opportunity to empower yourself with the knowledge and skills to fine-tune your patience and persistence in negotiation to achieve better outcomes.

Learn more about the KARRASS Effective Negotiating^® and find a negotiation seminar near you.