Jet lag can make the visiting team unable to perform well on the hosts' schedule. People whose internal clock says it's midnight find it difficult to stay alert even if the clock on the wall says it's 11 in the morning. Russians, for example, have been known to conduct very long sessions when it is uncomfortable for a visiting team suffering from jet lag.
Control of the schedule also often carries over to control of the negotiating agenda. For example, hosts may suggest postponing certain discussions until guests are more rested, with the result that the hosts control the order in which issues are addressed while giving the appearance of concern for the guests' comfort. The order of items discussed on the agenda can have an impact on the outcome. If the two sides agree to one principle or goal, then subsequent points may be presented as simply subsidiary to what has already been agreed. If both sides agree to use a particular supply source for a raw material in a joint-venture manufacturing project, then including a member of the supply organization on the board may seem a logical subsequent decision. But if the issue of membership on the board were addressed first, the decision might be different.
The power of the keeper of the agenda is considerable; determining when meetings take place and what amount of time is allotted to discuss which issues. An issue that isn’t on the agenda may never be discussed. The visiting team has to be alert to their responsibility of participating in setting the agenda.
