Deadlocked negotiations - continued

Here is the continuation of the previous post on 5 different measures you can try if your negotiation is completely stuck.

The first two suggestions focused on starting by trying to solve the smallest and simplest things and focusing on the problem and not the people. Number three on the list is:

3. Between four eyes

Often negotiations take place with several participants in the room, which can make it more difficult to resolve a deadlocked situation. No one wants to look weak or stupid in front of colleagues and/or managers. Instead, suggesting a one-on-one conversation between you and the other party's lead negotiator can help. It will be easier to have a conversation a little more "off record", which means that it is possible to obtain more information about what is preventing you from making progress in the negotiations.

4. Change the negotiating teams

If you get nowhere even after trying the first three options, another option is for both parties to switch negotiating teams. This brings new ways of looking at things, but most importantly it avoids any frustrations between people that may have arisen when the negotiations did not go well the first time.

5. Use a mediator

A final option may be to use a mediator. This is a neutral third party who can come in and try to find a way forward by talking to the parties both individually and together. A mediator has a duty of confidentiality and can thus gain access to information that you may not wish to reveal to your counterpart but which may lead to a better understanding of why the negotiation is deadlocked. In this way, a mediator can find alternative ways for the parties to reach an agreement. (You are welcome to contact Ponto Group if you are interested in this type of assistance).

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