Negotiation Conference 2021: Deadlock – the way out
Walk away & Back Channel
We have worked on summarising the fundamental tips on Walk away & Back Channel approaches for you to find an efficient solution to a deadlock in difficult 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.
Walk away – 3rd way out of a deadlock
– To avoid being under pressure and urged to decide on breaking off negotiation when they escalate, decide on your walk-away position (AKA minimum target) and define your objectives and tactics before the negotiation starts.
– Breaking off negotiations doesn’t imply defeat. If there is nothing left to negotiate for you, end the negotiation to deliberately pave the way for resuming it at a subsequent stage.
– Always present a break-off as a logical consequence. You are neither offended nor disappointed; furthermore, you still see possibilities for cooperation in the future.
– Your opponents must be certain that they’ve made the most of the negotiation, even if the outcome was not exactly what they expected.
Back channel – 4th way out of a deadlock
– A good relationship with your opponent is one of the principal objectives in some negotiations. The question is, what kind of relationship you would like to have after the negotiation ends?
– Even though you want to satisfy all your needs in a negotiation process, sometimes it is not worth imposing your demands without regard for your opponent.
– Does your negotiating partner have confidence in you? Do you trust your negotiating partner? If not, you should start taking confidence-building actions immediately.
– Do you still want to have a good relationship with your negotiating partner afterward? If so, your negotiation strategy must naturally lead towards partnership or at least towards compromise.