What are the best negotiation practices for a partner who is not willing to adapt?

1 Identify the root cause

The first step is to understand why your partner is resistant to change. Is it because of fear, lack of trust, conflicting interests, or different values? By asking open-ended questions and listening actively, you can uncover the underlying motivations and concerns of your partner. This will help you empathize with their perspective and avoid assumptions or judgments.

2 Focus on interests, not positions

The second step is to shift the focus from positions to interests. Positions are what people say they want, while interests are why they want it. For example, your partner may say they want to keep the same contract terms, but their interest may be to reduce risk or increase profit. By identifying and addressing the interests of both parties, you can create more options and value for the negotiation. You can also use objective criteria, such as benchmarks or standards, to support your proposals and avoid personal attacks.

3 Build rapport and trust

The third step is to build rapport and trust with your partner. This will help you overcome the emotional barriers and create a positive atmosphere for the negotiation. You can do this by using respectful language, acknowledging their feelings, expressing appreciation, and finding common ground. You can also use humor, stories, or compliments to break the ice and reduce tension. Trust is essential for a successful partnership, so you should always be honest, transparent, and consistent.

4 Use influence and persuasion

The fourth step is to use influence and persuasion techniques to convince your partner to adapt. Influence is the ability to change someone's attitude or behavior, while persuasion is the art of making someone agree with your point of view. You can use various strategies, such as reciprocity, scarcity, authority, social proof, or consistency, to appeal to your partner's logic, emotions, or values. You can also use framing, storytelling, or metaphors to make your message more compelling and memorable.

5 Seek mutual benefit

The fifth step is to seek mutual benefit and create a win-win situation. This means that both parties gain something from the negotiation and feel satisfied with the outcome. You can do this by expanding the pie, trading off, or finding creative solutions that meet the needs and interests of both sides. You should also avoid zero-sum thinking, where one party's gain is another party's loss. Instead, you should aim for a collaborative and cooperative approach that strengthens the partnership.

6 Follow up and follow through

The final step is to follow up and follow through after the negotiation. You should confirm the agreement in writing, clarify the roles and responsibilities, and set the expectations and deadlines. You should also monitor the progress and performance of the partnership, and provide feedback and support as needed. You should also celebrate the achievements and recognize the contributions of your partner. By following up and following through, you can ensure that the partnership is sustainable and beneficial for both parties.

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?