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THE INTERNATIONAL NEGOTIATION AUTHORITY
Breaking the Deadlock
Negotiating is not a matter of intuition. Difficult negotiations require strategy and tactic. Following your gut feeling in a difficult negotiation is very risky.
Many negotiations will see dealmakers and “realmakers” come in at different times. Dealmakers want a deal at any cost, which is often associated with immense risks. Dealmakers therefore need close supervision by the decision maker to avoid surprises.
Every negotiation needs a clearly defined objective. Try to formulate a clearly defined landing zone rather than a precise objective. This will allow you to remain flexible at all times during negotiations.
Listen to your negotiating partner and refrain from drawing your own conclusions while they are still speaking. Only by listening intently will you absorb crucial information.
ZOPA - Zone of possible Agreement
The ZOPA – Zone of Possible Agreement – is the space in which an agreement is possible and defines your room for manoeuvre.
Breaking the deadlock
Time is a crucial element in any negotiation. Don’t lose control over time. Plan your negotiations, including how much time you want to spend on any given topic. A lead negotiator is the time keeper – until the very last second of the negotiation.
In our experience, there is no win-win in difficult negotiations. In difficult negotiations, there is a clash of interests. In this conflict, neither side can get their way. However, a halfway house is often a win for both parties on the surface only.
When observing your negotiating partner’s body language, pay attention to the changes rather than their static pose. What are the changes your actions trigger in them?
The Negotiator is the single point of contact for your negotiating partner. If the Negotiator can no longer fulfil the obligations of his/her role, he/she needs to be exchanged.
Knowledge is power – in every negotiation. The more you know about the negotiator across the table, the better. Develop a profile of your negotiating partner ahead of the negotiation.
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