With virtual meetings omnipresent, many of us find their scheduling suboptimal for our productivity. “That mid-morning meeting just severed my chain of thought!” “That 30-minute break wasn’t even long enough to clean up my inbox!” While many of us perceive the productivity loss associated with the suboptimal scheduling of virtual meetings, however, fewer of us see a solution.
Luckily, the negotiation literature can help. In particular, negotiation research highlights some basic principles that can make the scheduling of meetings more negotiable, assuming you have some discretion:
- Make the first offer: Research has long suggested that negotiators who make the first offer often (though not always) achieve beneficial outcomes. So, the next time you learn of the need to meet, why not be the first one to suggest a time (that suits your schedule)?
- Give equivalent options: Research has also suggested that negotiators like to receive multiple options rather than singular proposals. Giving them a choice casts you as flexible—and listening to their response might help you understand their situation. So, when you make the first offer as to a meeting time, consider suggesting not just one but a few options that work well.
- Consider a range offer: In normal negotiations—say over the price of a used car—there are reasons to be wary of range offers. Buyer: “I’ll pay $10-12K.” Seller: “Ok: $12K!” There are also reasons to use them strategically (e.g., by saying “$10-12K” if $12K is actually your goal). When scheduling meetings, however, the calculus is considerably simpler: If you’re free from 1-4 pm and indifferent as to when in the period you meet, it’s probably better to offer the whole range, as 1 pm, 1:30 pm, 2 pm, etc. sort of become equivalent options. With that said…
- Leverage the deadline effect: Just as deadlines tend to focus negotiators’ minds, a subsequent meeting tends to encourage productivity in the present meeting. That being the case, you might want to schedule the present meeting directly adjacent to the next one.
- Trade importance against timing: Negotiators can rarely get everything they want, but they can often get the really important things by making some tradeoffs. In the context of meetings, it’s probably unreasonable to expect a meeting with the CEO that perfectly aligns with your personal scheduling preferences. But if you can be slightly flexible on your preferences, the CEO might find a way to slip you in. Put differently, as important as your personal scheduling preferences might be, weigh them against the personal importance of the meeting.
In a world of constant Zooming, there are few easy solutions to persistent productivity loss. Still, by treating the scheduling process as a negotiation and deploying some time-tested negotiation principles, you might just find yourself zooming through your work instead.