Break the deadlock and move forward!

| 0 Comments
Negotiations.jpgAn impasse or deadlock in negotiations is not uncommon. An issue or condition that neither side seems able to agree upon brings the entire negotiation to a grinding halt. SmartProcurement wonders what a negotiator can do when faced with a deadlocked negotiation. Are there techniques which can be used to break the deadlock?

Andrew C. Hillman, Director of Commerce Edge Academy and SmartProcurement editorial board member, offers six techniques that can be used when dealing with deadlocked negotiations, reprinted with the kind permission of Supply Management.

1.Take a break: Taking break, whether short or extended, can be one of the most powerful ways to break a deadlocked negotiation. A few hours may be all that is needed to recharge batteries and see a new angle with which to address the impasse.

2.Change the setting: The negotiators may have been negotiating in the same room for many hours. Changing the setting may give both sides the feeling that a new round of negotiations has started. Old assumptions may be put aside and a fresh perspective may be just what is needed to get the negotiations back on track.

3.Change the negotiator: The negotiation may have run into a deadlock because one or more of the negotiators who is involved in the discussions just can’t find a different way to look at the situation. Switching out the negotiator may be just what is needed to move the discussions forward.

4.Change Negotiation Levels: Often a deadlock is the result of the negotiators not having the authority to suggest alternatives. Bringing in more senior negotiators, who have the authority to suggest alternatives, will help get the process back on track again.

5.Increase Transparency: Each side has its own reasons for not moving on a deadlock issue, and may be based on the information that they currently have. Being more transparent with the information you have and laying this out on the table may sometimes result in change; the other side may learn something they didn’t know before, which may be just what is needed to get the negotiations on track again.

6.Say “Let’s go for a Win-Win”: This is a great way to communicate to the other side that you wish to find a workable solution that benefits both sides. This may create the needed spark for the other side to find ways to work around the deadlock.

If you have exhausted all of your avenues and still feel that you are unable to reach an agreement, then quitting the negotiation allows both parties to go away and re-evaluate their positions. The side that suggests a termination or adjournment may retain the higher ground in terms of any future renewal of negotiations. If the deal is important enough, both sides will probably return with some new ideas.

If you have achieved your original goal from the negotiation, then don’t make the mistake of continuing to negotiate. “A negotiation is like climbing a mountain: once you have reached the summit the only way is down. So, leave as quickly and courteously as possible,” says Hillman.

For more information on the Commerce Edge Academy or negotiation problems, email Andrew C. Hillman at ahillman@commerce-edge.com

Leave a comment


 

 

Career opportunites

Tutor and Coordinator

  • Gauteng Operations, Planning & Inventory Permanent Procurement Management Supplier / Business Development
Purpose of the job: To plan, coach, advise

Commodity Manager

  • <500 000 Commodities Gauteng Procurement Management
Are you a Commodity Manager looking for the

Supply Chain Professional

  • <500 000 Gauteng Procurement Management Supply Chain
I specialize in placing professionals in the Supply

Supply Planning

  • <500 000 Gauteng Operations, Planning & Inventory Supply Chain
Seeking dynamic candidates to take to the market

Industrial Engineer

  • <500 000 Gauteng Industrial Engineer Procurement Consultant
Are you an Industrial Engineer looking to make

Logistics Manager

  • >500 000 Gauteng Logistics & Warehousing Supply Chain
Seeking vibrant industry specific individuals seeking new opportunities

Operations Manager

  • <500 000 Gauteng Operations, Planning & Inventory Procurement Management
Looking for an Operations Manager to take into

Supply Chain Systems Administrator

  • >500 000 Gauteng Procurement Management Strategic Sourcing Supply Chain
One of South Africa's leading, mining companies is

Logistics Manager

  • <500 000 Gauteng Logistics & Warehousing Procurement Management
Are you an experienced Logistics Manager looking for

Continuous Improvement Manager

  • >500 000 Gauteng Procurement Management Supply Chain
I specialize in placing professionals in the Supply

Warehouse Assistant

  • <500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory
I am currently looking for ambitious Demand Planner,

Internal Procurement Officer

  • <500 000 Gauteng Permanent Procurement Officer / Specialist Strategic Sourcing
Position Available: Internal Procurement Officer Status : New ...More

Supply Chain Officer

  • <500 000 Gauteng Procurement Officer / Specialist Supply Chain
Seeking dynamic candidates to take to the market

Supply Chain Planner

  • <500 000 Free State Operations, Planning & Inventory Supply Chain
Seeking dynamic candidates to take to the market

Senior Buyer

  • >500 000 Buyer Gauteng Procurement Management
Tech-Pro specialises in placing professionals in the Supply

Industrial Engineer

  • <500 000 Gauteng Industrial Engineer
Tech-Pro specialises in placing professionals in the Supply

Warehouse Manager

  • >500 000 Gauteng Logistics & Warehousing Operations, Planning & Inventory Supply Chain
Seeking hands on individuals that come from an

Manufacturing Purchasing Specialist

  • >500 000 Procurement Officer / Specialist Supply Chain Western Cape
A leading auto manufacture company based in Cape

Procurement Sourcing Specialist

  • <500 000 Gauteng Procurement Consultant Strategic Sourcing
A Leader in the Supply Chain industry is

Planning Manager

  • >500 000 Gauteng Operations, Planning & Inventory Procurement Management
Looking for Planning Managers to take into the