By its very nature, a negotiation via telephone is generally quicker and more competitive than a personal meeting. It follows that such a negotiation is likely to produce a winner and a loser.
Implicit in these observations is an axiom to remember: In any type of negotiation, quick is always synonymous with risk.
Whether a conflict is resolved by phone or even in person, undue haste puts one party in potential jeopardy.
Who takes the risk in a quick settlement? The person who is less prepared and cannot determine equity. Let’s say that I cannot ascertain, based upon my data and observation, that your proposal is fair. Instead, I must rely totally upon your representation. If you are a sincere, honest, and straightforward person, I will benefit from my faith in your integrity. But what if your display of decency and façade of fairness are illusory? What if underneath those reassuring words lurks a “Soviet-style slicker”? In this case, I will be brutalized and humiliated.
Therefore, if you are less prepared, cannot verify the statements made, and have no basis to trust the other person from past dealings, the general rule is to wait it out. Jumping into a muddy puddle makes it muddier. After it has had time to settle, you can see the bottom and know what you’re getting into. More often than not, success comes to the negotiator with greater patience and staying power.
So if it might be a one-time transaction and you cannot determine equity, slow things down and drag your feet. The best thing to do, when you do not know what to do, is to do nothing. It is only good sense to act when it is to your advantage and to avoid acting if acting would be solely to the advantage of your adversary. Remember, power is never constant; the passage of time can cause your bargaining leverage to increase.
Sometimes a negotiator will want to push for prompt action. Let’s assume that I am better prepared than you or can at least ascertain, based upon my data and observation, that this agreement will meet my needs. I need not rely upon your representations or even your integrity. Obviously, in this instance, I will “go quick” without incurring any unnecessary risk.