I’ve been the lead attorney on 22 feature films in Hollywood so I would often deal with hundreds of millions of dollars in negotiations. There’s never a need for desperation. We just keep everything factual. You remind the other side that the first day of principal photography is this date and we have to have a signed agreement before the talent can fly so we just have to stay on schedule, and we cannot leave big issues to the minute. Often times the important issues would be left to end and compromises would have to be made and usually somebody blinks and somebody gives in so realize that most of these are business decisions and attorneys advise the risks, but the executives make the final calls. There’s no need for desperation.

In high-stakes contract negotiations, it's crucial to convey urgency without seeming desperate. Focus on timelines, emphasizing how moving quickly benefits both sides. Highlight mutual advantages and stay confident, offering solutions to avoid delays. Provide clear next steps with deadlines to show you're proactive, not pushy. Urgency framed as an opportunity keeps the negotiation professional and efficient.

As negotiations progress, do not be afraid to ask what the barriers are. You may need to ask on several occasions. And the barriers may even change over the course of negotiations. In Labor negotiations I always have multiple proposals and plans. All are independent of the other. No carry over of elements from the other offers. I always, always, always present the company's BEST and final offer first. The unions that I have negotiated contracts with know that. It's imperative to not have an emotional tie to the negotiations. It will influence your tactics and you WILL show your "tell" to the opposing parties. If they reject the offer, move forward and move on. Be firm that no elements will be moved forward once rejected.

Transmitir urgência em negociações de alto risco é uma arte. Na minha experiência em logística e suprimentos, percebo que manter um equilíbrio entre transmitir valor e estabelecer prazos é essencial. A clareza na proposta e o entendimento das necessidades do outro lado criam uma base sólida, evitando que a urgência soe como desespero. Aprendi que a confiança, tanto na postura quanto nas palavras, traz resultados mais efetivos. Além disso, a comunicação assertiva e empática, especialmente em Supply Chain, onde atuo, reforça essa segurança. Quais outras abordagens funcionam para vocês?

Nesse caso eu acredito que a maneira mais eficaz de transmitir urgência par ao negócio evoluir é mostrar ao cliente qual é o impacto de não fazer nada ou a demora na tomada de decisão e quais os impactos isso pode causar para ele e para sua empresa.

In a high-stakes contract negotiation, convey urgency by emphasizing the mutual benefits of a timely agreement, focusing on shared goals and the positive impact of moving forward quickly. Highlight time-sensitive opportunities, such as market conditions or resource availability, framing the timeline as advantageous for both parties. create a sense of urgency without appearing desperate by staying confident, focusing on value, and remaining flexible yet firm.

Frame urgency as an opportunity: Highlight time-sensitive benefits or market conditions that make swift action advantageous for both parties. Focus on mutual gain, not pressure. 🐝

Dans une négociation à enjeux élevés, exprimer l’urgence sans paraître désespéré repose sur quelques points-clés : clarifiez les délais en lien avec vos impératifs commerciaux, mettez en avant la valeur ajoutée de la proposition pour les deux parties, et adoptez un ton assuré. Ce positionnement confiant instaure une pression naturelle tout en renforçant votre crédibilité.

Negociações B2B não são apenas transações entre empresas; são diálogos entre pessoas que têm preocupações reais. Um dos maiores medos de quem decide é errar e, com isso, colocar seu próprio emprego em risco. Reconhecer essa vulnerabilidade e trazer empatia para a mesa pode abrir portas. Psicologicamente, o medo de perder segurança leva a decisões cautelosas. Por isso, é essencial destacar os benefícios da sua proposta de forma clara, para que ele veja uma vitória tanto para si quanto para a empresa. Socialmente, saber que outros já tomaram esse caminho reduz o peso da responsabilidade. E, no fim, todos valorizamos reciprocidade, apoio e o compromisso com um sucesso mútuo e sustentável.

Utiliser des méthodes qui peuvent aider à transmettre l'urgence tout en maintenant une perception de force et de contrôle dans la négociation. Par exemple communiquer clairement, tout en gardant une attitude calme et professionnelle.