Negotiation Techniques:
From Panic to Poise. How to 'Park Issues' Effectively in Negotiations
EXTRACTED FROM PODCAST EPISODE 5Â -Â John Skinner
In Episode 5 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.
Why "Parking" is crucial in Negotiations
In the dynamic environment of negotiations, unexpected issues or challenges can arise that we aren’t prepared for. Knowing how to effectively “park” an issue—pausing the discussion on it to be addressed later—is a crucial skill that can help you maintain control and ensure optimal decision-making.
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1. Prevents Suboptimal Negotiation Decisions:
Continuing to discuss an issue without fully understanding it can lead to decisions that aren’t in your best interest. By parking the issue, you buy time to gather the necessary information.
2. Maintains Confidence and Control in Negotiations:
If you push forward unprepared, you may inadvertently signal your discomfort, anxiety, or lack of preparation. Parking the issue allows you to project confidence and control, reducing the risk of being leveraged by the other party.
3. Improves Strategic Thinking:
Parking an issue gives you the opportunity to rethink your strategy, seek advice, and come back stronger. It ensures that every aspect of the negotiation is handled with the best possible approach.
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Common Mistakes When Parking an Issue
1. Appearing Hesitant or Indecisive:
It’s important to park an issue confidently. Hesitation can signal weakness.
2. Failing to Address the Parked Issue Later:
Ensure that you revisit parked issues at a suitable time with adequate preparation. Forgetting or ignoring them can harm your credibility.
3. Overusing the Technique:
Parking too many issues can make you seem unprepared or evasive. Use it selectively and strategically.
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Negotiation Technique Card "Parking"
1. Identify the Moment:
When an unexpected issue arises, recognise the need to park it.
2. Pause and Reflect:
Calmly pause the discussion and reflect on the new information.
3. Confidently Suggest Parking:
Say, “This is important; let’s revisit it later with more details.” This projects confidence and control.
4. Maintain Composure:
Ensure you stay composed and assertive during the process.
5. Plan to Revisit:
Clearly state when and how the parked issue will be revisited to show preparation and strategic thinking.
Listen to the Podcast Episode 5.
More Negotiation Techniques
More opportunities to discover Negotiation Skills, Tactics, Techniques and Strategies to Practice here.
Practicing the “Parking” Technique in Club Meetings
Mastery comes with practice, and there’s no better place to hone your Parking skills than at The Negotiation Club and here’s how:
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.
 4. Monthly Practice Sessions:
Regular monthly meetings ensure that you consistently practice and develop your skills. These sessions are designed to challenge you and push your negotiation abilities to new heights.
Importance of Practicing at The Negotiation Club
At The Negotiation Club, we emphasise the practice of relationship-building techniques because theory alone is not enough. Here’s why practice is indispensable:
1. Developing Intuition:
Repeated practice helps you develop a natural feel for when and how to build relationships, making it second nature.
2. Building Confidence:
Practicing in a safe environment boosts your confidence to employ these techniques in real-world situations.
3. Receiving Feedback:
Constructive feedback from peers and trainers helps refine your approach, ensuring you can build relationships effectively without compromising your negotiation goals.
4. Adapting to Situations:
Practice allows you to adapt your techniques to different scenarios and personalities, enhancing your flexibility and effectiveness.
