How can you break a deadlock in negotiation?

1 Identify the root cause

The first step to breaking a deadlock is to understand why it happened in the first place. Is it because of conflicting interests, values, or emotions? Is it because of a lack of trust, communication, or information? Is it because of external factors, such as time pressure, stakeholders, or legal issues? By identifying the root cause, you can address it more effectively and find ways to overcome it.

2 Change the perspective

Sometimes, a deadlock can be caused by a narrow or rigid perspective on the issue or the solution. To break a deadlock, you need to change the perspective and look at the situation from different angles. You can do this by asking open-ended questions, reframing the problem, exploring alternatives, or using a third-party mediator. By changing the perspective, you can create more options, generate new ideas, and find common ground.

3 Focus on interests, not positions

Another way to break a deadlock is to focus on the underlying interests of each party, rather than their fixed positions or demands. Interests are the reasons why people want something, while positions are what they say they want. By focusing on interests, you can understand the needs, motivations, and concerns of each party and find ways to satisfy them. You can also avoid getting stuck on specific terms or details that may not be essential for the outcome.

4 Build rapport and trust

A deadlock can also be caused by a lack of rapport and trust between the parties. To break a deadlock, you need to build rapport and trust by showing respect, empathy, and sincerity. You can do this by using positive body language, active listening, and constructive feedback. You can also share some personal information, express appreciation, and acknowledge the other party's contributions. By building rapport and trust, you can reduce tension, increase cooperation, and create a positive atmosphere.

5 Make concessions and trade-offs

Finally, to break a deadlock, you need to be willing to make concessions and trade-offs that are acceptable and beneficial for both parties. Concessions are the things that you are willing to give up or modify in exchange for something else. Trade-offs are the things that you are willing to accept or offer in return for something else. By making concessions and trade-offs, you can show flexibility, goodwill, and commitment. You can also balance the costs and benefits of the agreement and reach a win-win situation.

6 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?