In negotiations, pay attention to deadlines. Deals happen in close proximity to deadlines. A few thoughts worth keeping in mind:
1. Deadlines themselves are negotiable.
2. Different parties have different timelines; thus, different deadlines.
3. The party with the more “flexible” timeline and deadline has more power.
4. Walking away from the deal at the threshold of a deadline can be a tactical maneuver to help uncover the other party’s emotions, positions, and interests.