When an unexpected turn shifts your negotiation strategy, first take a moment to assess the new direction and identify any immediate risks or opportunities. Stay calm and flexible, adapting your approach to accommodate the change without losing sight of core objectives. Engage your counterpart with open-ended questions to clarify their stance and uncover underlying motivations. Use this information to steer the conversation back toward mutually beneficial outcomes, aligning on shared goals to maintain momentum. If needed, propose a brief pause or revisit key terms to reestablish a path forward that keeps both parties invested in reaching an agreement.

If a negotiation takes an expected spin identify whether or this this was previously planned by the other party to disrupt you or if there is a real reason for the change in objectives. Have the other party clearly explain their reasoning to understand their drivers. Try to isolate the new situation from the initial start of the discussion to bring your main objectives over the finish line and offer solutions or alternatives to the new issue of the other party. By seperating things the negotiation dynamics should shift again. If that does not work, add an unreasonable demand yourself to the discussion to disrupt the other party and to bring the situation back to where it started initially.

Stay Calm and Focused: Keep emotions in check and refocus on your key objectives to avoid getting derailed by unexpected developments. Adapt and Pivot: Quickly assess the new information or change, and be ready to adjust your approach or offers without losing sight of the end goal. Re-engage and Reframe: Use open-ended questions to understand the other party's needs in light of the shift, reinforcing mutual interests to steer the conversation back on track.

Don't panic. The unexpected turn does not mean that you have failed in the negotiation. Instead, suggest a timeout to the counter party so both parties can take a break from the negotiation momentarily. Use this time to huddle your team to understand why the unexpected turn happened. What triggered & caused that to occur mid-way? How bad is the 'damage' now? How fast can the situation be salvaged? How does the change impact the desired outcome? How badly does the BATNA & ZOPA need to be recovered? Regardless, your negotiation goals cannot change unless needed in order to salvage the situation. Be pragmatic & realistic with the revised BATNA even on a different strategy. Keep your eye on the ball for a win-win outcome.

Stay calm and adaptable, actively listening to understand the new direction. Reassess your priorities, focusing on core objectives, and seek common ground with the other party. Maintain open communication, emphasizing shared interests to steer the negotiation back toward a mutually beneficial outcome.