Techniques for OVERCOMING DEADLOCKS in NEGOTIATIONS
?????? According to VIETGO's observations, at a certain time, deadlock circumstances may arise—both parties feel they cannot make any more concessions, and the negotiation enters a difficult situation, with the possibility of dissolution.
?? Deadlock causes:
? The gap between the benefits proposed by the two sides is too large.
? Dispute positions.
? One side uses strength to coerce the other.
? Do not understand each other.
? The capacity of negotiators is limited.
?? Techniques for resolving deadlock situations in negotiation:
?? Concentrate on your profit rather than your viewpoint.
?? Things to do:
● Perceiving the benefits of taking a stance.
● Behind the dissenting positions may exist common interests.
● Clearly define your benefits and those of your partners.
● Exchange of interests between the parties.
● Bringing different interests together.
?? Make several options to achieve the same goal:
?? To do:
● First of all, you need to create options.
● Evaluate and select options for negotiation.
● Discuss it with your colleagues.
● Both sides decide to choose the optimal solution.
?? Set objective standards:
It is necessary to adhere to the following principles:
● Think of the negotiation as a common search for objective standards.
● Let's argue and listen to the arguments of partners to see which standard is the most objective and most appropriate.
● Only give in on principles when under pressure from partners.
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?? Applying judo:
● Do not attack your partner's position, but seek and discover the benefits behind it.
● Don't defend your opinion, but ask your partner for advice and advice, then ask what they would do if they were in your position.
● Turn the attack aimed at you into a problem-solving attack.
● Ask questions and remain silent when necessary.
?? Replacing negotiators:
?? When changing negotiators, it is important to note:
● Tell your partner the reason for the change.
● Do not arbitrarily change people, only replace them when necessary.
● Do not lose face with your employees.
?? Focus on key players:
In negotiation, you need to find the key people and people who still do not agree with your ideas, and you need to focus your efforts on convincing those people to get results.
?? Recognize the main attack flaw:
In negotiation, it is necessary to grasp the essence of the problem, seize the opponent's loopholes, and focus on attacking their weaknesses.
?? Taking advantage of contradictions:
Taking advantage of conflicts within the partners and fighting skillfully, pushing the responsibility of removing the deadlock to the other side, thereby making the deadlock disappear.
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