Deadlock most often occurs in positional negotiations, when each side insists on its position and does not intend to make concessions. This situation is unfavorable because the meeting is prolonged and the partners do not come close to working out a favorable solution. Experienced negotiators, using win-win negotiation techniques, lead to breaking the deadlock and resuming talks aimed at reaching an agreement. By using the tactics of closing cases, common interest and empathy, you can contribute to increasing the pace of negotiations and determining the terms of the contract that both parties are discussing.

Negotiators very often use the game for time, when they hope to obtain a significant concession from the partner, or would like to modify the contract arrangements using the method of small steps. Dragging out conversations is not always beneficial for the other contractor, who can use the technique of closing cases to speed up the pace of negotiations. The tactic is to conduct the conversation in a way that encourages the other party to end the discussion.

The technique of closing cases will only help to break the deadlock if it is used gently and sensitively. If we insist too insistently on moving to the next point of the negotiations, the other side may perceive our behavior as aggressive and even aggressive.

To increase the effectiveness of the win-win negotiation technique of closing cases, try to pay attention to the needs of the other party. Ask what conditions would be satisfactory for her, what she would like to achieve in connection with the problem under discussion. Thanks to this, you will know the true intentions of your contractor.

Breaking the deadlock in negotiations is also possible thanks to the use of the win-win negotiation technique of common interest. Negotiators, using this tactic, refer to the beliefs, goals and issues that unite both sides of the negotiations. By pointing out the similarity between the partners, a consensus can be reached. After all, we like those who are similar to us, so we are able to give way to them on certain issues.

Using the technique of common interest, negotiators also refer to contracts that have been concluded in the past between partners. If we managed to reach an agreement a year ago, why don’t we agree on this issue now? Remembering joint successes allows you to break the deadlock.

Negotiators should respect each other. They must also bear in mind that the other side of the negotiations is not a robot. It has its own feelings, desires, value system. This must not be forgotten. To break the deadlock in negotiations, you can appeal to human nature and apply the technique of win-win empathy.

Breaking the deadlock with this win-win negotiation technique allows you to build relationships between the parties to the negotiations. However, you need to be careful that your partner does not feel that we care about him more than we are connected with him in reality.

Paying attention to people aspects of negotiation should not be seen as a weakness. Referring to the feelings and experiences of the other party, we try to put ourselves in their place and indicate that we understand them. Thanks to this, it is possible to build a bond that will not only contribute to breaking the deadlock in negotiations, but also to the conclusion of long-term cooperation between partners.

Source: https://poradnikprzedsiebiorcy.pl/-techniki-negocjacyjne-win-win-zwiazane-z-przelamaniem-impasu

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.