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From Panic to Poise: How to Park Issues Effectively in Negotiations

Host: Philip Brown, Founder of The Negotiation Club

Guest: John Skinner, Business Consultant & Entrepreneur 

 

“The essence of negotiation is to understand that not every battle needs to be fought right now.” — Unknown

 

Episode Overview:

In this episode of The Negotiation Club Podcast, we are joined by the seasoned negotiator John Skinner, who brings decades of experience in negotiating a vast array of contracts. John delves into the importance of preparation in negotiations, highlighting that while it's possible to prepare for 90% of what is needed—and even up to 99% with thorough brainstorming—there's always that 1% that can catch you off guard, creating an "Oh Shit" moment.

It's in these moments that the skill of "parking" an issue becomes invaluable.

Instead of panicking or making hasty decisions, staying calm and suggesting that the matter be "parked" for later discussion allows you to keep the negotiation on track and maintain your composure.

 

Why "Parking" is Crucial in Negotiations

1. Prevents Suboptimal Decisions:

When an unforeseen issue arises, continuing the discussion without full understanding can lead to less than optimal outcomes. Parking the issue buys you time to gather necessary information and strategise effectively.

2. Maintains Confidence and Control:

Pushing forward when unprepared may inadvertently reveal your discomfort or anxiety. Parking the issue allows you to project confidence and control, minimising the risk of the other party leveraging your perceived weaknesses.

3. Improves Strategic Thinking:

By parking an issue, you have the opportunity to rethink your strategy, seek advice, and return to the negotiation with a stronger position. This ensures all aspects of the negotiation are handled thoughtfully.

 

Common Mistakes When Parking an Issue

1. Appearing Hesitant or Indecisive:

It's crucial to park an issue with confidence. Any hesitation can signal weakness and uncertainty.

2. Failing to Revisit the Parked Issue:

Make sure to address parked issues at an appropriate time with adequate preparation. Ignoring them can damage your credibility.

3. Overusing the Technique:

Parking too many issues can make you seem unprepared or evasive. Use this technique selectively and strategically.

 

Practicing the "Parking" Technique in Club Meetings

1. Role-Playing Scenarios:

Engage in negotiation scenarios where unexpected issues are introduced. Practice parking these issues confidently while maintaining composure.

2. Feedback Sessions:

After role-playing, provide feedback on each participant's ability to park an issue. Focus on their body language, tone, and how they plan to revisit the issue.

3. Debriefing:

Discuss as a group the parked issues and collaboratively develop strategies to handle them. This helps understand different perspectives and approaches.

 

Negotiation Card: "Parking"

We have created a special Negotiation Card titled "Parking" to help you practice this crucial skill in your own negotiations. Each episode of our podcast is accompanied by a Negotiation Card that listeners can use to put the discussed techniques into practice. The "Parking" card is designed to guide you through the process of confidently parking issues during negotiations, ensuring that you remain in control and make well-informed decisions.

You can find the "Parking" Negotiation Card and others on our Negotiation Podcast Cards page. Use these cards to enhance your skills and transform your negotiation experiences.

 

FOLLOW, LISTEN & LEARN

Tune in to this insightful episode and many more as they are shared to listen and learn from real negotiations but do take it one step further... practice!

  • Join a local Negotiation Club to keep practicing,
  • Create your own Negotiation Club, or
  • JOIN The Negotiation Club and be a part of a growing community of people who come together to practice.

Practice makes perfect, and our club meetings provide the ideal environment to refine this essential technique.