Who in negotiation: In negotiations, who you are dealing with affects the best negotiation style. If you have position power and time is short, which approach is most appropriate?

• A. Insisting may be the most appropriate style when you have position power and time is short.
• B. Cooperating is always the best.
• C. Avoiding the issue is best.
• D. Ignoring the situation.

Answer: (A)

When you have position power and time is short, the best approach is to use an insisting, more assertive stance. Having position power means you can set terms and expect compliance, and the time pressure means there isn’t room for a lengthy, exploratory bargaining process. Being decisive and clear about what you need helps you anchor the negotiation to your terms, move quickly toward an agreement, and prevent the other side from stalling or pushing you into concessions.

Cooperating or seeking mutual gains can be valuable in other situations, but they tend to slow things down and may invite delays or additional concessions when you don’t have the luxury of time. Avoiding the issue or ignoring the situation wastes time and leaves the problem unresolved, which is exactly what you want to avoid when speed matters.