The Crescendo Effect: Why Time Pressure Can Make or Break Your Negotiation
Host: Philip Brown, Founder of The Negotiation Club
Guest: Mark Davies, Negotiation Trainer
“Time doesn’t just pass in negotiations—it builds pressure. The Crescendo Effect is about managing that pressure to your advantage.”
Episode Overview:
In this latest episode of The Negotiation Club Podcast, Philip Brown engages in a compelling conversation with negotiation trainer Mark Davis, who sheds light on a crucial yet often underestimated aspect of negotiations—the "Crescendo Effect". Mark, who was one of the first to test our Negotiation Cards at a London workshop, shares his deep understanding of how time pressure can profoundly influence negotiation dynamics.
The Crescendo Effect refers to the anxiety, discomfort, and mounting pressure that builds as time runs short and critical decisions need to be made. This feeling is something we’ve all experienced, especially when facing impending deadlines—like when we have exams. Initially, when the exams are far off, we feel comfortable and spend ample time preparing. However, as the exam date approaches, anxiety can spike, leading to panic and a sense of unpreparedness. This is the same type of pressure that can manifest in negotiations, making it crucial to recognise and manage these emotions effectively.
Mark emphasises that by being aware of the Crescendo Effect and learning to manage the associated pressure, negotiators can avoid rushed decisions and instead focus on maximising the value available in the negotiation.
NEW NEGOTIATION CARD "The Crescendo Effect"
At The Negotiation Club, our goal is not just to understand these concepts but to practice them. To help you master the Crescendo Effect, we’ve created a new Negotiation Card specifically designed for this purpose. This card will enable you to practice handling time pressure in negotiations, helping you refine your skills and make more strategic decisions under stress.
“The Crescendo Effect is the rising tension that can push you toward poor choices—or, if managed, toward brilliant outcomes.”
For more insights into the Crescendo Effect, including the pros and cons of this phenomenon, visit our website.
Let’s turn theory into practice and sharpen our negotiation skills together!
-----
FOLLOW ... Never miss an episode and keep on learning!
Tune in to this episode to learn how to master conditioning language, framing, and understanding the other party’s intentions, and add these powerful tools to your negotiation toolkit.
JOIN ... The Negotiation Club!
We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our Negotiation Cards to practice.
Remember, there is no progress without practice, and having the right people around you can elevate you to lofty heights!