Negotiating is a crucial skill for executive managers, but sometimes it can feel like you are hitting a wall with the other party. How can you turn the situation around and reach a mutually beneficial outcome? Here are some strategies to improve a negotiation that is not going well.
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The first step is to understand why the negotiation is not going well. Is it because of a lack of trust, a misunderstanding, a difference in interests, or a conflict of values? By identifying the root cause, you can tailor your approach and address the underlying issues. For example, if the other party is distrustful, you can try to build rapport and credibility by sharing information and testimonials. If there is a misunderstanding, you can clarify your position and ask questions to understand theirs.
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Negotiations can sometimes face challenges, but there are strategies you can employ to improve the situation and work towards a more favorable outcome. Here are some strategies to consider:
1 Active Listening: Ensure that you fully understand the concerns and perspectives of the other party
2 Empathy: Acknowledge the emotions and concerns of the other party.
3 Flexibility: Be open to exploring alternative solutions and compromises.
4 Build Trust: Establish trust by being transparent and honest in your communication.
5 Reframe the Issue: Explore whether there's a different way to frame the problem that allows for a win-win solution.
6 Focus on Long-Term Relationships: Emphasize the importance of maintaining a positive long-term relationship.
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The very first step is to sit down at a late night chat-to-oneself and revisit the whole bunch of data sets on which the nrgotistions are based.
A parallel, crucial step is te define the characteristics and expertise of the "other" team, not as a RIVAL but as a "COMPATRIOT" and dive into COMMON BASICS.
Restart the meetings, not as a negotiation but as a re-evaluation of COMMON CLOUD and WAIT until the other team share the ATTITUDE. Then, go on.
If they do not share the attitude, HNAG IT UP FOR THE TIME.Don't look back.
Sometimes, the best thing to do when a negotiation is not going well is to take a break. This can help you and the other party to cool down, reflect, and regain perspective. A break can also give you an opportunity to consult with your team, your boss, or an expert for advice and feedback. Taking a break can also signal to the other party that you are serious and willing to walk away if necessary, which can increase your leverage and influence.
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No Breaks Until You Know The Professional Culture
Sorry, but this is culturally and traditionally based. There are many professional cultures around the world where sitting STALLED at the table is part of the negotiation. Even if you ask to take a break, it's considered inappropriate. Know and understand the business culture before you enter a negotiation. The only reason I'm not mentioning the cultures is because there are many of them.
Another strategy to improve a negotiation that is not going well is to change the format or the setting of the discussion. For example, you can switch from a formal meeting to a casual lunch, from a phone call to a video conference, or from a group session to a one-on-one conversation. Changing the format can help you to establish rapport, create trust, and overcome barriers. It can also help you to explore different options and perspectives that might not come up in the original format.
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3 Wins Not A Win-Win
The main reason why the win-win strategy often breaks down is because there isn't a win for the situation. As weird as that may sound, over my years of negotiating, there have to be 3 (three) wins; a win for them, a win for you, and the entire situation that both of you are in. If not, it often breaks down there even if they get what they want and you are getting what you want. That's because the situation is not winning; an uncomfortableness still exists. That's where it's coming from.
One of the most common reasons why negotiations fail is because of subjective or emotional factors, such as ego, pride, or fear. To avoid this, you can use objective criteria to evaluate and justify your proposals and requests. Objective criteria are standards or benchmarks that are independent, verifiable, and fair. For example, you can use market data, industry standards, expert opinions, or best practices to support your arguments and persuade the other party. Using objective criteria can help you to avoid personal attacks, biases, and emotions that can derail the negotiation.
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Anyone Having Sex, Is Screwed
Your negotiators must be individuals pulled from a pool based on experience, physical attributes (Yes! appearance), subject matter expertise, research knowledge, comprehension level, communication skills…
Seniority or titles does not matter if the individual is not mindful of behaviors to avoid actions like eye rolling, immature giggling, displaying facial expressions like smirks, getting emotional, etc.
Maintaining professionalism is crucial; intimate relationships within the negotiating team should be avoided, it will be exposed/exploited.
Take what I say as a joke, insulting, crazy; if sitting across the table with warrior negotiators, you are phucked. Your politeness, laws, rules are yours not theirs.
A negotiation is not a zero-sum game, where one party wins and the other loses. Rather, it is a collaborative process, where both parties can benefit from reaching an agreement. To improve a negotiation that is not going well, you can try to find common ground with the other party. Common ground is any area of agreement, interest, or value that you share with the other party. For example, you can find common ground by acknowledging their concerns, expressing appreciation, or emphasizing your shared goals. Finding common ground can help you to build trust, rapport, and goodwill, and create a positive atmosphere for the negotiation.
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Why Are Either Of You At The Table
- First, why are you and they at the negotiating table? - Second, what do they have to lose and gain?
- Third, what do you have to gain and lose?
If they are at the table because they are greedy and truly don't need what you have, you will not likely gain much. I know executives who do this to sharpen their junior negotiator's skills.
If they are at the table and desperate, there will not likely be a Win-Win-Win (a win for them, a win for you, and a win for the deal (situation). You either settle why they are desperate first or walk away.
For the sake of your sanity; your company, please know why and how they got to the table.
These points are so crucial that let's not have your mind anywhere else.
Finally, a negotiation is not a rigid or fixed process, but a dynamic and creative one. To improve a negotiation that is not going well, you can be flexible and creative in your approach and your solutions. Being flexible means being willing to adapt, compromise, and concede on some issues, as long as they are not essential or core to your interests. Being creative means being open to exploring new ideas, alternatives, and options that can satisfy both parties' needs and interests. Being flexible and creative can help you to overcome impasses, generate value, and achieve a win-win outcome.
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You Do What You Want On Your Side Of The Table And They Do What They Want On Theirs
Why would I not be rigid if I have more to gain and you have more to lose? A negotiation is 100% rigid, fixed, flexible, dynamic, and creative, all within the same hour.
The only time you can genuinely control a situation is with rookies, veterans can make it appear you in control, or they beyond desperate and need you. If they have an option, you don't have control, as appearing desperate is tactical lure to gain.
To improve a negotiation that is not going well, you can only be flexible where it benefits you TO create gains for them. Be creative in your approach and your solutions for Win-Win-Win (for them, for you, and for the deal (situation).