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Dealing with a stubborn stakeholder in negotiations. Can you find common ground to reach a compromise?

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Navigating the choppy waters of negotiations with a stubborn stakeholder can be a daunting task. You're faced with the challenge of reaching a compromise without compromising your own objectives. Conflict management skills are crucial in these situations, as they enable you to understand the other party's perspective and work towards a mutually beneficial solution. The key is to find common ground, a shared interest that can serve as the foundation for agreement. With patience and strategic communication, you can turn a potentially adversarial negotiation into a collaborative effort that satisfies all parties involved.

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Alan Lucena de Vasconcelos

Gerente Farmacêutico. Especialista em Excelência Operacional em Saúde, Green Belt, Lean Six Sigma. Mestre em Ciências…
Zaid Sharlock

Risk, safety and security professional

1 Understand Them

To deal with a stubborn stakeholder, you must first strive to understand their position and interests. Active listening is your strongest tool here. Encourage them to express their concerns and objectives without interruption. By acknowledging their perspective, you create an environment of respect that can soften their stance. Remember, understanding does not equate to agreement, but it does lay the groundwork for finding common ground. Your goal is to peel back the layers of their demands to discover the core interests that drive them.

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Alan Lucena de Vasconcelos

Gerente Farmacêutico. Especialista em Excelência Operacional em Saúde, Green Belt, Lean Six Sigma. Mestre em Ciências Farmacêuticas. Tutor do Programa de Residência Multiprofissional em Terapia Intensiva (UFPE/RHP).
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Dealing with a stubborn stakeholder in negotiations requires patience, strategy, and skilled communication. The first step is to deeply understand the interests and motivations behind their resistance. Instead of direct confrontation, I focus on finding common ground and exploring areas of mutual interest that can serve as the foundation for an agreement. It's essential to be transparent and objective, presenting data and evidence that support the proposal. Additionally, using the technique of mutual concessions can facilitate the process, showing a willingness to make compromises that benefit both sides. The goal is to turn resistance into collaboration, building an agreement that is sustainable and advantageous for everyone involved.

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2 Build Rapport

Building rapport with a stubborn stakeholder is essential for opening lines of communication. Find topics of mutual interest or shared experiences to create a connection beyond the negotiation table. This doesn't mean you have to become best friends, but establishing a professional relationship based on mutual respect can make them more amenable to compromise. Use empathy to show you value their input and are considering their perspective seriously, which can lead to a more flexible negotiation stance.

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3 Explore Options

Once you understand the stakeholder's position and have built some rapport, it's time to explore options together. Brainstorming can be an effective way to generate creative solutions that satisfy both parties' core interests. Encourage the stakeholder to think outside the box and consider alternatives they may not have initially entertained. The key is to shift the focus from what each party wants to what each party needs, thereby identifying potential compromises that are palatable to both.

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4 Offer Assurance

Offering assurance can be a game-changer when dealing with a stubborn stakeholder. They often need validation that their interests will be safeguarded in any agreement. Provide guarantees or stipulations that address their concerns directly. This might involve phased implementations or contingency plans that make the stakeholder feel secure in the compromise. Assurances demonstrate your commitment to a fair deal and can reduce resistance from the other party.

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5 Stay Flexible

Flexibility is critical when negotiating with a stubborn stakeholder. Be prepared to adjust your approach based on the feedback and reactions you receive. This doesn't mean giving in to all their demands, but rather being willing to consider different angles and alternatives that could lead to a compromise. Sometimes, a small concession on your part can result in significant movement from the other side, so keep an open mind and be ready to pivot as necessary.

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6 Summarize Progress

Throughout the negotiation process, it's important to summarize progress regularly. This helps both parties recognize advancements and reinforces the value of the dialogue. Highlight areas of agreement and use them as stepping stones toward resolving more contentious issues. A summary acts as a reminder of how far the negotiations have come and can motivate a stubborn stakeholder to continue working towards a full compromise.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Zaid Sharlock

Risk, safety and security professional
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When negotiating with stubborn party or stakeholder, it is good to remember that we only seeing the tip of the iceberg and most of it is hidden underwater! But through open, constructive discussion, diplomacy and detailed assessment, we can see the points of convergence! Even if they are small, they are what built the iceberg in the first place.

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Dealing with a stubborn stakeholder in negotiations. Can you find common ground to reach a compromise?

1

2

3

4

5

6

7

1 Understand Them

2 Build Rapport

3 Explore Options

4 Offer Assurance

5 Stay Flexible

6 Summarize Progress

7 Here’s what else to consider

Conflict Management

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Dealing with a stubborn stakeholder in negotiations. Can you find common ground to reach a compromise?

1

2

3

4

5

6

7

1 Understand Them

2 Build Rapport

3 Explore Options

4 Offer Assurance

5 Stay Flexible

6 Summarize Progress

7 Here’s what else to consider

Conflict Management

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感谢您的反馈

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