Negotiation Conference 2021: Deadlock – the way out
Empathy & Disagreement
The article lists key points for you to consider when using Empathy & Disagreement to find an effective solution to a deadlock in complex negotiations.
To become a skilled negotiator and learn more about contract negotiation and dealmaking techniques, join us on October 7th & 8th at the Negotiation Conference 2021 in Park Hyatt Zurich.
Empathy – 1st way out of a deadlock
– When preparing a negotiation, you need to analyze your negotiating partner’s motives – keep questioning what drives them during the negotiation.
– Every negotiation starts with a motive. All participants have motives they want to satisfy in a negotiation. If the opposite side’s reasons are recognized and considered, a transition from a pure power struggle to a mutually advantageous agreement is achievable.
– An essential element of negotiation psychology is the understanding of one’s interlocutor.
– The prerequisite for a convincing argument is to understand your negotiating partner’s motives properly. Only those who understand them correctly can use the right strategy and communicate benefits effectively.
Disagreement – 2nd way out of a deadlock
– Experience shows that all negotiating partners will contradict themselves several times during negotiations. These contradictions are an opportunity for you to gain more power over your opponent.
– As the negotiation progresses, make notes of your negotiating partner’s remarks, including when they made each statement. Note down all the quotes line by line, mark the time on the left side, followed by the quote, and a “C” to indicate a contradiction.
– Understanding the influence of stress in difficult negotiation is crucial. When you negotiate based on emotions such as fear, resentment, or anger, you often can make decisions you will regret later.
– Two elements always come into play in a negotiation: rationality and emotionality. The rational element forms the basis of the argumentation; the emotional component of a complex negotiation is caused by stress and anxiety and leads to disagreement.
– Do not opt for threats; only issue warnings. A warning emphasizes common interests.
– Do you find your negotiating partner unpleasant? That may only be your impression, and that is not necessarily accurate. Try to give your opponent a second chance.