Influencing Timelines: The brave new world of regulators

Influencing Timelines: The brave new world of regulators

When rapid technological changes combine with entrepreneurship, and a generation that challenges conventions, regulators can find themselves under intense pressure to implement quick solutions to new situations. In this issue of Negotiation Insights we look at ways to influence and control the negotiation timeline.

The ability to make informed decisions when circumstances are rapidly changing is a challenge now confronting regulators worldwide. Two topical examples come to mind.

Drone technology, which is creating concerns for citizens who want aerial privacy rights over their properties, and law enforcement agencies, who want laws to deter the use of drone technology to transport and smuggle illicit drugs.

Uber, who by applying a business model that connects consumers directly with the choice of a self-employed driver, have disrupted the taxi industry, resulting in a loss of market share to the taxi cartels and their demands that the regulators take action to prevent Uber from trading.

What makes these examples problematic for regulators is that their ability to control a discussion’s conceptual framework is impeded by the speed of change, and by stakeholders who can have differing interests and want immediate action. In addition, the information being considered is imperfect, which makes it difficult for regulators to apply past precedents and justify decisions without looking subjective.

Whether you’re a business or a regulator, there are many ways you can influence how a negotiation’s issues are sequenced and the timeline is paced. Understanding these process options creates the opportunity for tactical advantages, and, more importantly, can improve how the parties involved jointly problem solve. Depending on your goal, our quick tips offer examples of how to either speed up or slow down a negotiation.

Self-coaching tips

  • Ways to speed up the timeline include: have outcome clarity, have an agreed agenda, remove issues, involve those with authority, share information, submit multiple proposals early in the process to establish preferences, and if you have a strong alternative make a final offer that is time constrained.
  • Ways to slow down the timeline include: introduce new issues, involve those without authority, create working groups and committees, create draft agreements for socialising with stakeholders, and withhold concessions, information and/or resources.


Avoiding Buyer's Remorse: Knowing when to close

Breaking Deadlocks: AFL resolves stalemate

Changing Perceptions: Shane Warne recalls advice

Collaborating to Create Value: Power to the people

Coping Strategies: Managing difficult Negotiators

Creating Alternatives: Flying fresh milk to China

Creating Points of Influence: Russell Crowe gets his leading lady

Cultural Differences: SONY Walkman designed for harmony

Defining Fairness: US German trade negotiations

Difficult Conversations: Thalidomide sufferers seek empathy

Elon Musk: When to negotiate

Engaging the Enemy: US and Taliban peace talks

Finding Common Ground: US Firearm reforms

Gun Tragedies: We hear you

Hostage Negotiations: A frontline perspective

Identity Needs: Tobacco now a nobody

Influencing Timelines: The brave new world of regulators

In Focus: Black Friday Negotiation Strategies

In Focus: Negotiating Roles

In Focus: Winning Together

Leadership Without Authority: Reducing domestic violence

Managing COVID-19 Renegotiations

Managing Power Imbalances

Managing Uncertainty: New freeway gets a red light

Measuring Negotiation Costs

Mindsets: It’s a choice!

Negotiating Teams & Coalitions

Negotiating with Agents

Negotiation Preparation: Prime Minster wins election

Negotiation Styles: Managing aggressive behaviours

Price Haggling: Strategies to position value

Problem Solving: Calm in the cockpit

Problem Solving: Delivering outcomes

Restoring Relationships: Saying sorry

Setting the Scene: Automotive executives fly into a storm

Shaping Mindsets: AVIS We try harder

Taylor Swift: Giving others a voice

The Authentic Negotiator

The Power of Language: A statement or a question?

Timing Concessions: Bangladesh factory tragedy

Traits of Skilled Negotiators: Nelson Mandela

Verifying Trust: World soccer cup and gulf of Mexico oil spill