Negotiation Conference 2021: Deadlock – the way out
60 DAYS LEFT
If you are impatient to advance your negotiation skills and learn more about “deadlock” negotiations as well as how to become a skilled negotiator and boost your contract negotiation and deal making skills from the best negotiation experts, join us on October 7th & 8th 2021 in Zurich. You can apply all knowledge acquired during the conference to your daily negotiations immediately.
Register here!
Every negotiation process – especially a complex one – inevitably reaches a critical point. The climax of the crisis is a deadlock phase – the moment when there is no more progress. In a deadlock situation, all information has been exchanged, options have been exhausted, yet your negotiating partner has shown no willingness to cooperate.
Our experts have developed six ways that will help you prosper in a deadlock situation and exploit it to your advantage.
Empathy – analyze your negotiating partners to understand the real motives behind their demands! “Empathy means that I am vulnerable enough to feel some impact that the other person has on me and able to communicate that impact to them.” – Professor George Kohlrieser for N-Espresso Negotiation Interview with Matthias Schranner.
Disagreement – embrace a possibility of a conflict and use it to your advantage. Furthermore, experience shows that all negotiating partners will contradict themselves several times during the negotiation process. These contradictions are an opportunity for you to gain more power over your opponent, form a deeper understanding of your partner’s motives, and find out what makes the opposite party so convinced of their bargaining position.
Walk away – breaking off a negotiation doesn’t mean admitting you have been defeated. If you are convinced there is nothing left for you to negotiate, you can break the negotiation off deliberately and pave the way for resuming it at a subsequent stage.
Back Channel – a good relationship with your negotiating partner is an integral part of your success. 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. In some cases, your intention should be to preserve/establish good relations with the other side.
Mediation – it takes place after both parties decided to walk away. A mediator will help you facilitate the negotiation and assist with establishing or re-establishing good relations that will allow both negotiating parties to get together again even after walking away.
War – use a power shift to your advantage. Whoever has the power in negotiations will want to push through their demands. The party that believes they can win will not make any concessions unless they specifically want to distract you from the negotiation process and direct your focus elsewhere. If you wonder why your negotiating partner is not forcing their demands through, despite having the power to do so; most likely, they are using prepared in advance tactics.
