How do you handle negotiation failure?

In my experience, when a negotiation goes south, the most important response (not reaction) is to validate the situation. Be true to yourself about how you feel and do your best to think logically about the entire episode. The failure is an event that you can learn from, and is not synonymous with who you are. Separate your identity from the event. You failed to get the desired negotiation result; you are not a failure.

I always have a final move when doing negotiation. My strength is my market research, gathering PFI and do my analysis on what best fit the specification for the user department. Most supplier hate to lose their order to a competitor and I also use future purchases and assurance of the supplier been my first choice if i will buy again. The moment they know they can makeup on future orders, they let go or agree on a good price. which i like to call win-win

You can't win every negotiation. But you can learn from failure. How? - Be introspective. - Assess other alternative actions - Analyze new situations where you can apply lessons learned.

Once you have validated your feelings and the situation, you must objectively analyse the experience. One largely ignored influence during negotiation is BIAS. Our biases stealthily influence our perspective and decisions during negotiation. Sometimes, its optimism bias; other times, it's negativity bias. Two very potent yet unobvious biases that can readily sway negotiations out of one's control are Availability Heuristic Bias and Confirmation Bias. Making decisions based on previously held information, can lead to error (Availability Heuristic). Confirmation bias which involves making decisions based on information that favors an existing belief. Negotiation is best done without a lens. Identify your biases; get rid of them.

If you did not engage that negotiation session with at least one other person, you probably shot yourself in the foot. It is advised to enter negotiations with at least one other person on your team, even they would be silent throughout. You really want someone to take notes, observe, and whisper into your ears from time to time (mostly nothing serious). A second or third team member acts as part of a vital strategy during negotiations. Review the person's notes and observations to add to the perspective that you already have based on your personal analysis. This will equip you to succeed in your next negotiation.

A failed negotiation can serve as a springboard for a bounce back. You can easily reach out to renegotiate the concluded negotiations. There is no rule against that. Be certain to prepare your strategy and a bounty that is largely irresistible. This way, you can reopen the discussion and get away with a win-win.

You should spend enough time preparing your best alternative to a negotiated agreement (BATNA). This is often your hook. You should have at least two or three BATNAs, and have a strategy to get the other party to come to an acceptance of your offer. Explore various negotiation strategies and pin the most relevant that could be effective during the negotiation session. Remember to be observant and sensitive to the atmosphere in the room. You may find a moment when the other party is psychologically weakened and less resistant to your offer. Play to that moment for a desired negotiation outcome.

In my experience, if a negotiation has taken place online or by phone, if at all possible, visit the other involved party as soon as possible. If it's appropriate, apologise and offer a win-win solution. It's much harder to be rude to someone when they are right in front of you and it makes it easier to discuss rationally.

Failures are inevitable part of life. Building resilience is best done by addressing the deeper roots of your negative emotions (I’m a failure, I’m not good enough) that were triggered by negotiations failure. Remember: your bad feelings and negative emotions are helpful, they work as arrows pointing at unhealed traumatic experiences of the past. By uncovering when, how & why these emotions first appear in your life, and why those exact failure situations still trigger you today, you can get priceless insights and be able to “flip the coin” in your perception of your today’s problems. This self-exploration work is better done with the help of hypnotherapist that helps you uncover your earliest memories stored deeply in your subconscious.