Win-win negotiation techniques to break the deadlock part 1
The deadlock most often occurs in position negotiations, when each side insists on its position and does not intend to make concessions. This situation is unfavorable, because the meeting gets longer and the partners are not getting any closer to working out a favorable solution. Experienced negotiators, using win-win negotiation techniques, break the deadlock and resume talks aimed at reaching an agreement. By using the tactics of closing cases, common interest and empathy, you can contribute to increasing the pace of ongoing negotiations and setting the terms of the contract, which is discussed by both parties.
Win-win negotiation techniques to close cases
Negotiators very often use the time game when they hope to obtain a significant concession from their partner, or would like to modify the provisions of the contract with the method of small steps. Delaying the talks is not always beneficial for the other counterparty, who may use the case closing technique to speed up the pace of negotiations. The tactic is to conduct the conversation in a way that will encourage the other party to end the discussion.
- I'd like to discuss deliveries. You see, we didn't get along with the last contractor and a few clients left me.
- Mr. Kowalski, I think we have discussed the issue of goods delivery in depth. We have established carriers, payment terms, speed of order fulfillment. I assure you that the conditions discussed will be duly implemented by us. Let us now turn to the question of linking our information systems.
Mr. Kowalski wanted to talk about the terms of delivery, as he hoped to negotiate more attractive terms. He thought that by playing against time, he would be able to win something. Unfortunately, the contractor skillfully summed up the course of the meeting and suggested moving to the next issue.
The closure technique will only break the deadlock if it is used gently and sensitively. If we insist too much on moving to the next negotiation point, the other side may perceive our behavior as aggressive or even aggressive.
To increase the effectiveness of the win-win negotiating technique of closing cases, try to pay attention to the needs of the other party. Ask what conditions would be satisfactory for her, what she would like to achieve in relation to the discussed problem. Thanks to this, you will learn the true intentions of your contractor.
Negotiating techniques win-win common interest
Breaking the deadlock in negotiations is also possible thanks to the use of the win-win negotiation technique. Using this tactic, negotiators refer to the beliefs, goals and issues that connect both sides of the negotiation. By pointing to the similarity between partners, it is possible to reach a consensus. After all, we like those who are similar to us, so we are able to yield to them on certain issues.
Using the common interest technique, negotiators also refer to contracts that were concluded in the past between partners. Since we managed to reach an agreement a year ago, why not come to an agreement on this issue now? Recalling our shared successes breaks the deadlock.
- Mr. Kowalski, you know you can trust us. A year ago, we fulfilled the contract. And now we will also implement all the provisions of the contract. We only ask you to reduce the unit price by PLN 1. And in the next negotiations, we will try to bring you the sales value you want. Just like you, we also care about the development of this region.
Negotiation techniques win-win empathy
Negotiators should respect each other. They must also bear in mind that the other party to the negotiations is not a robot. He has his own feelings, desires, and value system. This must not be forgotten.To break an impasse in negotiations, you can refer to human nature and apply the technique of win-win empathy.
- Mr. Kowalski, I have noticed that this issue affects you particularly and you are personally related to it. I understand this, and I think I would react similarly if you were you. Due to the fact that this problem is so important to you, I will try to offer you a solution that will satisfy you.
In the example above, the negotiator noticed that the emotional turmoil that occurred in the negotiating partner was due to his relationship with the issue at hand. So he gently drew attention to the feelings Kowalski might have towards this problem. The use of empathy tactics in this situation will help to develop a mutually beneficial solution.
Breaking the deadlock with this win-win negotiation technique allows you to build relationships between the parties to the negotiations. However, you have to be careful that our partner does not feel that we care for him more than we are actually related to.
The attention to people aspect of negotiation should not be viewed as a weakness. Referring to the feelings and experiences of the other party, we try to put them in their place and show that we understand them. Thanks to this, it is possible to build a bond that will not only contribute to breaking the deadlock in negotiations, but also the conclusion of long-term cooperation between partners.