Stalled negotiations are frustrating for both parties involved. The person you’re trying to close a deal with isn’t budging, and you’re getting tired. But what if there was a way to get around this? Overcoming a negotiation that isn’t going anywhere is easy with these simple steps.
1. Get rid of the hostility
It’s easier to catch bees with honey than with vinegar. So if there is any hostility on the table, your negotiation is going nowhere (except the trash). If awkward silence prevails, try making an (appropriate) joke to cut the tension. You can also try offering a small token or change to the negotiation if you feel it’s going nowhere. While you might not get everything you want, giving a little to get a lot in return can prove very beneficial.
Also read:
- 10 Essential Sales Negotiation Skills Every Salesperson Needs to Master
- Adapting Negotiation Skills to Our ‘New Digital Normal’
- Effective Body Language In Negotiations
- How To Take Control Of The 5 Step Negotiation Process
2. Communication problems
Practice good listening techniques. This means to sit still, close your mouth, make eye contact, and truly listen to what the other person is saying. Too often, we listen only to respond and not actually hear what the other person is trying to say. Open-ended questions on your part can also help to bring out any miscommunication or confusion. Getting to the bottom of why the other party is upset, or the negotiation simply isn’t going anywhere, can only be done when both individuals or groups are clear on the issue that is causing the roadblock.
It’s also important to uncover hidden agendas that can hinder negotiations.
3. The “Salami” Tactic
If the problem is so large, it seems like you won’t overcome it due to sheer volume; breaking it down into pieces can be helpful. Then, resolve each piece one by one, called the Salami tactic). There can’t be forward movement if there’s confusion in both parties about what the real issue is or if the issue is so large you can’t understand it.
4. Find commonality
This helps both parties in stalled negotiations because they can better understand each other and the issue as a whole. People focus almost entirely on their differences during an argument instead of what makes them similar.
You can move past the issue holding you back by empathizing with the other person or group and showing you understand where they are coming from (while also associating how your end of the deal is pertinent to them).
For example, if the price of a service is causing the holdup, it may be a good idea to break the price down and show how it will benefit you and them to find common ground.
5. Finding alternatives
Sometimes, things aren’t going anywhere, and there is no way around it. You’ve tried everything listed here (and more), and they just won’t budge.
Consider toddlers; they don’t like being told what to do or only given one option. If you provide multiple options, they are more willing to listen and comply when they can choose the outcome. However, will this outcome always benefit you (red pajamas or blue pajamas?)? Either way, they’re still in pajamas! Finding an alternative and giving your counterpart multiple options is a great way to move past a negotiation that has reached an impasse.
Going into a negotiation with at least two options (or stepping away to come up with another option or two) is a smart move to ensure you don’t spend time talking to a brick wall.
Close More Deals; Master the Negotiation Process
Profit, relationships, and deals are won or lost during negotiation. When successful negotiators arrive armed with the tools and skills needed to negotiate effectively, desired outcomes are optimized, and loss of profit is avoided. However, profits and closed deals aren’t the only desired outcomes when it comes to negotiations. That’s where our Negotiation Skills Training comes in.
Preserving the relationship is crucial to ensure that long-term business opportunities and negative feelings aren’t harbored.
Sales professionals, procurement departments, and business leaders must learn how to navigate effective negotiations that positively impact both parties and inspire future business.