The Role of Pacing in Negotiation: Lessons from Chess

Written By Aamod Mehrish

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I’ve been playing chess for over 20 years, and one thing it has taught me is that timing is everything. Whether you’re deciding when to sacrifice a piece or when to push for a winning attack, the ability to control the pace can determine the outcome of the game.

The same principle applies to negotiation. Just as chess players adapt their strategies based on time constraints, negotiators must master pacing to gain a competitive edge. Different negotiations demand different speeds—some require rapid decision-making under pressure, while others benefit from patience and strategic pauses.

To illustrate this, let’s explore three chess timing formats and their parallels in negotiation:

1. Blitz Negotiation: Quick Decisions, High Pressure

In blitz chess, each player has mere minutes to make all their moves, leading to fast, instinct-driven decision-making. Similarly, in high-stakes or last-minute negotiations, time constraints force participants to think on their feet.

  • Best for: Crisis negotiations, auctions, and last-minute deal closures.

  • Challenges: Higher risk of oversight, increased emotional pressure, and limited room for thorough analysis.

  • Key Skill: Training yourself to make calculated decisions under pressure while avoiding rushed mistakes.

2. Rapid Negotiation: A Balance of Speed and Strategy

Rapid chess grants players more time (typically 10–30 minutes), allowing for a structured yet dynamic approach. Negotiations that follow this pace give room for deeper analysis while maintaining momentum.

  • Best for: Mid-level contract discussions, standard procurement deals, and competitive bidding rounds.

  • Challenges: Striking the right balance between thoroughness and efficiency.

  • Key Skill: Knowing when to push forward and when to pause for reflection to optimize outcomes.

3. Bronstein Timing: Built-in Flexibility

Bronstein timing in chess allows players to gain extra seconds after each move, ensuring a mix of speed and calculated play. In negotiations, this equates to structured flexibility—where deadlines exist, but minor extensions allow for careful deliberation.

  • Best for: Long-term contract negotiations, multi-party agreements, and complex deals requiring multiple review cycles.

  • Challenges: Managing time effectively without unnecessary delays.

  • Key Skill: Using time strategically—knowing when to extend discussions and when to push for closure.

Choosing the Right Pace for Your Negotiation

Just as different chess formats require different strategies, effective negotiators must adapt their pacing based on:


✔️ The urgency of the deal.
✔️ The complexity of terms and conditions.
✔️ The number of stakeholders involved.
✔️ The power dynamics in play.

Mastering pacing isn’t about speed—it’s about control. The best negotiators don’t just react to time constraints; they dictate the tempo to their advantage.

- Amaresh Mehrish

Aamod Mehrish