10 ways to consider when stuck in negotiation

Do you feel that you reached the end of the road? There’s nothing you can do to get things back on track? Or that’s just an illusion? An experienced negotiator knows that there are no deadlocks in negotiations. There’s always a way out, and it’s up to you to find it. Business is tough and we can’t always expect a majestic win.

1)     Suggest a short recess

This might seem like a lame excuse, but it works. Using the popular “Let’s drink some coffee and return to this later” is good psychology. It will enable you to sweep your counterpart along for joint snacks.  Keep the conversation casual and pleasant, and offer your counterpart an opportunity to get to know you better. When the recess is over, you’ll go back in that meeting room totally revitalized and with a greater understanding of the people you’re negotiating with.

2)     Analyze the situation from different angles

It’s easy to get caught up in looking at the situation from one direction. When this happens you must try a new approach. For instance, if the standoff is related to costs, shift the negotiation in the direction of time-frame or terms. This will alter the focus and keep things moving forward. Both you and your counterpart will gain some extra time to rethink those problematic cost options.

3)     Propose a cool-off

If you want to win a negotiation but you hit a dead end, propose a short cooling-off period. This is a relatively dangerous strategy which is recommended only if you’re in the driving seat. If you’re negotiating a deal that is of great importance to your counterpart, recommending a deferment will instantly re-open negotiations. Still, assure that you make the suggestion in a different way, which is neither dismissive nor offending. You cannot know how much you might need this agreement in the future.

4)     Be sincere!

Inform the other party what is the stumbling block from your point of view and why you cannot concede in that particular area. Invite them to do the same thing. This tactic will enable you to identify a mutual correction and share alternatives.

5)     Think about what compromises you could make

If you reached an impasse you must prioritize and determine how much you want the negotiation to end successfully. Similarly, you must think what compromises you could make to finally sign a favorable deal. If you consider that making concessions is the right thing to do, then do it and move forward.

6)     Understand the value of future prospects

Ask yourself if the deal is worth making sacrifices. How will it benefit you on the long run? Do you have anything to gain? In negotiation it’s only natural to make concessions, but how far are you ready to go to get what you want? Make a list with the things you’re willing to give up and the things you want to obtain. It will help you see things more clearly.

7)     Ask for an attorney’s opinion

Generally speaking, business people understand and respect the legal demands of a negotiation. The law keeps a negotiation open and allows both parties to rethink actions that might seem tricky.

8)     Never act unprofessionally

Regardless of how challenging a negotiation has become, you must never be dishonorable or rude in your dialogue. Using sentences like “I know this but…” implies that you reject all your counterpart’s points. Avoid such phrases and search for joint solutions in a “how can we make this work…?” manner. It will show your counterpart that you’re listening and striving to make things work in a more ethical way.

9)     Talk business

Try to avoid sticky points and drive the conversation in a safer direction. Focus on the things that you can do together. This will encourage compromise and will remind you why you wanted to work together in the first place.

10)      Keep a trump card within easy reach

Always attend a negotiation with something hidden up your sleeve. You could hide a discount, a new deal, a special offer or anything that will appeal to your counterpart. This tactic can help you overcome a huge obstacle and determine the other party to make compromises too.

Getting out of a tricky negotiation is not impossible. Yet, it’s important to get out with a singed deal too. Business professionals in general know when the odds are in their favor, and when they’re not they usually ask for a recess or they postpone the whole meeting. Are you willing to take such a huge risk? What makes you think your opponents will be easier to fool the next day or week or month?