Negotiation TacTricks

#26 Mugging the Weary Traveller

Exploit traveller’s tiredness or unfamiliarity

A negotiator exploits the fact that the other party has travelled and is likely suffering from jet-lag, sleep deprivation and stress.  They can do this in a number of ways, such as planning an exhausting schedule of meetings and dinners, or by creating embarrassment on cultural issues.  And they can also play on the business traveller‘s need to reach a deal before returning home.

I recall being invited to a supposedly casual dinner in a Bedouin tent somewhere in the Negev, during an intensive business trip.  I found myself seated opposite the managing director, a former major-general, feted for his leadership during the Six Day War. He was surrounded by his staff and I was on my own as he harangued me for most of the night for not making commitments and deals during my visit.

Counters:

1. Be prepared.  Get briefed about what to expect
2. Manage expectations back home
3. Arrive early, without telling your host, and take time out

Control the schedule yourself