From Penalty Shootouts to Project Negotiations
Effective meeting tactics inspired by high-stakes events in football
You have meticulously crafted a good presentation, rehearsed your pitch, and prepared strong arguments to counter any objections. But then, as the meeting is about to start, all the confidence suddenly vanishes, and you’re left with this overwhelming feeling of pressure and uncertainty.
Sounds familiar? Meetings involving negotiations rank high on my personal list of the most nerve-wracking interactions. These situations stand out by bringing two opposing teams face-to-face, each driven by their own conflicting goals and interests.
Unlike collaborative project tasks where teams work together towards a common objective, negotiation meetings highlight inherent tensions and differences as participants work towards finding common ground. Moreover, the outcomes of these meetings often hinge on a fast-paced exchange of thoughts, questions, and answers.
Whether you’re on your own, or leading one of the two sides, conducting a successful negotiation is definitely a matter of performing under pressure, and a delicate balance of confidence and strategy. Just as penalty shootouts in sports demand players to maintain composure and make split-second decisions, negotiating in high-stakes meetings calls for a similar mental fortitude.