|
A Dozen Simple Ways to Break Negotiation Deadlocks
By Marsha Lindquist
Negotiations sometimes come to an impasse. It can happen at what seems to be the end of difficult deliberations - when both sides see no practical path for further compromise. It can also be the catalyst for the next round of discussions, which may ultimately lead to a successful conclusion.
When one or both parties have are willingness to reach mutually satisfactory outcomes, there are some real steps you can take to move the talks to a new level.
Marsha's Dozen Deadlock Stoppers
1. Take A Break
2. Facts vs. Fiction
3. Fuzzy Identification
4. Set Aside Anger
5. Agree In Principle
6. Regroup & Refocus
7. New Information
8. Get Assistance
9. Know When to Fold
10. Change Venue
11. Goals Vs. Position
12. Optioning
Take a break
Sound simple? It is. Take a break when waves seem to overwhelm you and threaten to sink your boat. Simply declare it's a good time to take a break. Better yet, program some break times into your negotiations. If you plan to pause at least every hour, you will stay more on track with your objectives.
Facts vs. Fiction
Separate the real facts from the fictitious statements that are being exchanged. Refuse to accept what is being presented as facts without verifying the data yourself. Establishing the facts is critical to your outcome. When you take the time to verify facts you can calmly review them and determine if they are germane to your position. Be prepared with solid supportable arguments for those fictitious declarations.
Fuzzy Identification
This is identification of areas that neither fall into fact or fiction. What are the gray areas? They might be opinions or they might be areas in which you need to get more information. It may require you to take a break and plan to reassemble at a later date after more information has been retrieved. Recognizing fuzzy identification is also the recognizing that there are a few items that you do not have a clear cut position or opinion about. If you are deadlocked, it is likely that you are fuzzy about at least a few things - facts or opinions.
Set Aside Anger
Threats made or received should absolutely not be tolerated. Playing by the rules requires that you respect your opponents' opinions. Sandbox rules effectively. There are times when anger stops meaningful progress. When that happens it's time to set it aside. Sometimes, it takes another outside person to recognize that anger is getting in the way. If possible, consider an activity that will allow you to release the anger. Mostly, recognize that the anger is a sign that the issue at hand is important. Set the issue and the anger aside temporarily if there are other issues to deal with.
Agree in Principle
Rather than letting emotions and words get in the way, find a way to agree in principle with the issue causing the impasse. If you can agree in principle, then you both agree with the objectives. Chances for a successful conclusion are great enhanced. It's your approach that rather than your intent that needs tinkering.
Regroup & Refocus
Time to reassemble your team and discuss what you've accomplished will get you back into a positive mindset. Focus on positives and perhaps re-prioritize your objectives. Give yourself a chance to evaluate where you are and the ground gained so far will help you assess progress. With that in mind, you can rededicate your efforts and refocus your attention on the real objective. Issues that are causing problems may be innocuous. When you return to negotiations, refocus on your purpose.
New Information
Perhaps there was something you disregarded in your planning and during negotiations. Look for new information that will shed some new light on objectives. Ask yourself: What's been overlooked? A dose of creative thinking for both parties can make the difference between deadlock and agreement. Find it.
Get Assistance
Often the best solution is another impartial party who can objectively listen to both sides and clarify. Bring in assistance when the impasse is real and you both want an agreeable outcome.
Know When to Fold
You have to know what your second choice desired result is in order to be a good negotiator. You cannot go into a negotiation with only one acceptable result - that's autocracy. Negotiation is democracy. Compromise is the name of the game. You must have a fall back position. If you've given it your best effort and you've achieved at least your fall back position, you should walk away a content player.
Change Venue
Sometimes it takes a different site to make the difference. Maybe it's the phones, disruptions or simply the wrong karma. If you've been meeting at the same place and getting nowhere, consider meeting in either the other party's place to show good faith or a mutually agreeable location where no one has the home team advantage.
Goals vs. Position
People sometimes take a position and forget what the main goal is. Get behind the positions to the underlying interests and you will find the resolution to the conflict. Make it your mission to uncover goals. It is revealing and challenging. Ask why and you'll find out the real reasons - sometimes they may not even be rational.
Optioning
Better known as open-ended brainstorming, this is creativity at its best. Open up the discussions for options that are either obscure or outside the normal realm of possibility. Don't overlook any possibility even if it seems ridiculous. Brainstorming is an effective technique to unleash your juices and should always enable mutual gains.
When you take a deadlocked negotiation and turn it around into a successful negotiation for both parties, the result is shared interests that are realized. Pursuing fairness takes hard work. Any one or sometimes a couple of these simplest methods will break what seems like an impassable stalemate.
About the Author
Marsha Lindquist, a business strategist for over 15 years, draws on her proven “down in the trenches” experience, creativity, and participative manner to provide real solutions to businesses to assist them in building and growing their businesses. She is an energetic presenter and is also the Chief Executive Officer of The Management Link, Inc. As well as being the author of “Why Are You Still Working Your A** Off?”, she has written and published several professional journal articles on business strategy and negotiations. She can be reached by E-mail at marsha@marshalindquist.com
|
