Stay calm and reassess the situation. Don’t react impulsively—take a moment to understand where the resistance is coming from. Ask open-ended questions. Find out their concerns or objections. The more you know, the better you can adjust your strategy. Be flexible with your approach. If one path is blocked, explore alternative solutions that could work for both sides. Reframe your offer in a way that benefits them too. Show how meeting you halfway can help them achieve their goals. Stay confident but open to compromise. Sometimes, a small adjustment can turn the negotiation in your favor.

On this situation: (1) I tend to focus on understanding the concerns of the party, what outcome he want to secure, why he is resisting to be fixable in some terms. (2) I shall than convince such party with taking fixable route providing him with creative solutions on the contract to secure the aimed outcome by him, may be by providing him with the option to trigger a specific term in the contract if he found no commitment from other party, by a notice without the need to amend the contract in future.

1. One should listen and understand their concerns in order to understand the root of the resistance. 2. One should offer creative solutions: to find common ground. 3. One should stay patient and positive. PS: -Adaptability and flexibility is the key in order to deal this situation.

When encountering unexpected resistance in a negotiation, first, listen carefully to grasp the other party's concerns. Shift the conversation to find shared interests and common ground. Use this understanding to propose alternative solutions that cater to their issues while still benefiting your company. Be flexible and creative in your proposals, showing a readiness to compromise. Maintain a respectful and professional tone to keep the dialogue positive. Use data and case studies to support your arguments and build credibility. Staying adaptable and focused on mutual benefits helps pivot the negotiation towards a favorable outcome.

Hey, c'mon, what negotiation isn't supposed to be tough? :) In my experience, and reading literature about professionally buying or selling services/goods/commodities, the toughness happens for a few reasons: A. It's a crucial need for the buyer, so it can't go wrong. B. It's a difficult industry. C. The buyer's dealing with an issue and went shopping, needs an immediate BCP. How to smoothen it: 1. Know your stuff! Data, facts, industry insights and examples. 2. Show your strategic value (Why me?). 3. Listen, to probe and solve! (two ears, one mouth). 4. Don't let toughness scare you, convert it into an invitation to thrive. 5. Keep it nice, professional and respectful.