Negotiating deadlines effectively
How to be a skillful negotiator and set deadlines that make sense.
Estimating deadlines and tickets can make or break a project.
But it’s not a simple thing to do!
I was coaching with a developer today and he was telling me how drastically things had improved on his project since the middle of the year. We reflected on why and it came down to the teams ability to set deadlines more effectively.
I wondered if it was a metric or algorithm that made things better but he said: “No, there are too many factors to consider it came down to everyone communicating and paying attention.”
Deadline estimation improved when the developers committed to:
Knowing their edges
Being honest about their capacity
Negotiating with the client for a mutually beneficial outcome.
THIS is why soft skills matters.
No matter how technically proficient you are, if you don’t have the ability to negotiate effectively, you won't successfully create the future you want or build trust with clients like you need to.
New Possibilities
We negotiate because we want to create a new reality.
Negotiation is expressing a desire to someone and going back and forth until both parties are in agreement as to what action should take place.
When we think of negotiation as creation rather than war, it changes the entire approach.
The request
The first part of negotiation is the request. We’ve talked about how to ask for what you want (and how to figure out what you want in the first place!) in previous installments. Click here to check that article out.
Every negotiation begins with a request or a proposal.
Agree? Disagree? Counter offer?
Once the request has been sent out, it will either be agreed to, disagreed with or a counter offer will emerge.
Typically when there is a counter offer, what is being adjusted is not the “What” but the “How”.
Here’s what I mean: If both parties want to develop an app that allows users to keep track of their tasks and finances they have agreed to the WHAT.
However, the client may request that a certain feature be added by a certain deadline. The developer may have deeper knowledge of the code base, and make a counter offer that addresses some architectural issues first so the feature can be added with fewer issues down the line.
The HOW is typically what we are negotiating - not the WHAT.
When we realize that we are aligned on the WHAT, it allows us to find more space and more easily negotiate the HOW.
Know what a win looks like
The best negotiations are ones where both parties walk away satisfied that they are getting a win and have created the future they want. In order for this to take place, we have to know what a win looks like.
What are you willing to give and what do you want in return? Knowing your edges, how much time and expertise and energy you have to give will allow you to negotiate successfully.
Successfully Negotiating Deadlines
One of the most challenging things to negotiate are deadlines or giving ticket estimations.
Here are a few tactics that can help you with this negotiation.
Be honest with yourself about your expertise, time and ability.
Don’t try to be a hero. Don’t work outside of work hours on a regular basis (it may happen from time to time, but don’t make it your regular practice). Don’t overestimate your abilities. In the end it only puts strain on the relationship with your team and client.
Build in buffer because you WILL hit roadblocks along the way.
Always add time for the unforeseen events. If you don’t encounter anything, great! You get done earlier and everyone is happy. If you do, you are ok because time was already built in to account for it.
Don’t be afraid to speak up to the client or your tech lead.
Be direct and respectful. Explain what factors you are looking at and why you need to push back. Explain what you are not ok with and then make a counter offer of what would work for you.
Keep open communication as you move along.
As you take action and unforeseen things arise, document everything. Make sure everyone is aware of what is happening so there are no surprises.
Remember what estimations are and what they are not.
Estimations are not a promise or specific obligation, they are an aim. It gives you a direction to focus energy and effort. Make sure that all parties understand this distinction so expectations are managed.
What is possible?
By knowing what you want, listening to others, moving into a mindset of creation rather than war - it will open up your life and career to work with some amazing people and on some amazing projects.
The more skilled we are at negotiation the more options are available to us, and the more likely it is that we find ourselves in a position that feels fulfilling, exciting and powerful.
This kind of career doesn’t happen on accident. Learn how to negotiate well and you will find satisfaction in your work and life.
Where have you negotiated successfully in your life? What kinds of things contributed to that success?
Negotiation and leadership are most important soft skills for developers