Pressure as it Relates to Negotiation
Definition
In negotiations, pressure could usually be defined as the continuous force used to achieve agreement rapidly by an individual or even the negotiator. Time pressure during negotiations generally comes from a smaller negotiating period without an agreement.
Zult, T., Allsop, J., Timmis, M. A., & Pardhan, S. (2019). The effects of temporal pressure on obstacle negotiation and gaze behavior in young adults with simulated vision loss.
Scientific Reports, 9(1), N.PAG. https://doi.org/10.1038/s41598-019-51926-y.
Summary
In their article, Zult et al. (2019) stated that generally, every kind of pressure to reach any consensus or agreement would affect the result, conversation or negotiation procedures. This essay analyzed the impact of different time pressures on impasse rates and negotiators’ strategies. Cooperation and concessions by negotiators are much more common under high time pressure than under low time pressure, and higher time pressure may also make compromises more likely. Even so, the effect on negotiators’ strategies was stronger as deadlines were approaching or when negotiations were not complicated but easier.
The effects can be reduced when negotiators face rigid adversaries and use a stern negotiating approach. The author concluded the article by suggesting that while time pressure plays an important role throughout the negotiations, situational factors play an important role in its effect.
Analysis
As per the articles I read, the impact of time pressure depends on the negotiator’s responsibility to constituents. When negotiators negotiate only for themselves, time pressure will make them less aggressive, and a larger proportion of negotiations will lead to a deal or a compromise (Zult et al., 2019). On the other side, as negotiators are reaching an agreement and negotiating in favor of the constituents, time pressures which result in a higher proportion of impasses and much more competitive interaction.
Everyone and every individual have their way of coping with high-pressure as well as pressure situations. However, negotiators prefer manipulative strategies to take the lead in negotiating. The method of effective negotiations under pressure can differ depending on the specific situation (Zult et al., 2019). I agree with the author that a negotiator may use several strategies under pressure, from straightforward to advanced ones. Still, they are more effective under the pressure of teamwork and time.
The need to reach a speedy compromise could generate time pressure in the negotiations. Moreover, time pressure will play a major role in negotiations, and negotiators must be mindful of this. Time pressure will generally be induced by the smaller period required to agree or by a time limit that, if met, might terminate the negotiating period without proper compromise. Many real-time situations of negotiating deadlines that may result in time pressure involve any deal that will end automatically by midnight, another person or customer who may quickly provide an offer and a predetermined point where the open conflicts will start (Zult et al., 2019). , The author may have listed some moves or strategies to resolve pressures during the negotiations.
Furthermore, time pressure can occur or happen because of the expected or observed cost of continuous negotiation, such as when the products being negotiated disappear or time is wasted on other pursuits. As the continuing negotiating process becomes difficult due to pressure, one must never fly or clash in reaction (Zult et al., 2019). Collaboration can do better in the long term for other relationships in company negotiators.
References
Zult, T., Allsop, J., Timmis, M. A., & Pardhan, S. (2019). The effects of temporal pressure on obstacle negotiation and gaze behavior in young adults with simulated vision loss.
Scientific Reports, 9(1), N.PAG. https://doi.org/10.1038/s41598-019-51926-y.
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Question 
We will be covering 12 chapters in class. Within each chapter, there are italicized key terms. Each student will select one of the key terms from the assigned chapter(s) and search online Library resources to find 1 recent peer-reviewed article (within the past 3 years) that closely relate to the concept. Your submission must include the following information in the following format:
Pressure as it Relates to Negotiation
Key terms:
- Causes of conflict
- Conflict Resolution
- Cognitive Biases in Negotiation
- Negotiation Strategies
- Influence as it Relates to Negotiation
- Persuasion as it Relates to Negotiation
- Power as it Relates to Negotiation
- Pressure as it Relates to Negotiation
DEFINITION: a brief definition of the key term followed by the APA reference for the term; this does not count in the word requirement.
SUMMARY: Summarize the article in your own words- this should be in the 250-word range. Be sure to note the article’s author, their credentials and why we should put any weight behind their opinions, research or findings regarding the key term.
ANALYSIS: Using at least 350 words, write a brief analysis, in your own words, of how the article relates to the selected chapter’s Key Term. An analysis is not rehashing what was already stated in the article but the opportunity for you to add value by sharing your experiences, thoughts and opinions. This is the most important part of the assignment.
REFERENCES: All references must be listed in APA format at the bottom of the submission.
(continued) Use the headers in your submission to ensure all assignment aspects are completed as required.