June 16, 2019

How to deal with the deadlock in the negotiations?

[China Glass Network] For those who have experience in negotiation, there is often a situation in the negotiation: the negotiating parties have made huge differences on a certain matter or problem, which in turn affects the negotiation process. This is what is said. Negotiation deadlock.

For example, in a negotiation with a store, the purchase of the store requires that the company must reduce the price by 10%, or else it will interrupt the cooperation. "I have already shown a showdown to other suppliers. Every supplier must lower the price by 10%. Other suppliers have already agreed, and you are worse." At this time, how can I deal with this deadlock?

"Which price of this set of smoke stoves can be 2,600 yuan, if you can, I will place an order now, if not, then forget it." When I was the promotion supervisor, many shopping guides also gave me this question. What should I do? Because this time is facing the negotiating dilemma.

"Wang, this year's budget is relatively tight, whether the advertising fee can increase by 300,000." You directly ask Wang. "No, the company requires that advertising fees can only be reduced, not increased." At this time, in the face of such a deadlock in negotiations, what should you do?

In the negotiations, there are various negotiating deadlocks and predicaments. These stalemates may not be negotiated because of the different requirements of the two sides. It may also be because external pressures prevent both sides from moving, and some misunderstandings may lead the two sides to think that the other side is doing the right thing. So I won't let go. So how do you solve this problem in the face of a deadlock in the negotiations? In fact, the shelving strategy is a recipe for resolving the deadlock in the negotiations. When faced with a problem, when the two sides struggle to hold on, it is worthwhile to put this issue on hold and not to continue discussions and change a topic.

"This Mr. Wang, I know that you like this product, the price is only one of the factors, when you think he is worth the money, you will pay; when you think he is not worth the price, then low You won't buy it. This way, you sit down first, I recommend another product to you (I first call the phone to ask for similar words), okay?" This is when I train the shopping guide, face The price problem requires the purchaser to write down the words. Here, the shelving tactics are used.

In 1973, when the Middle East war broke out, Americans went to the Middle East to mediate. Both Israel and Egypt have claimed not to leave the Sinai area. At the beginning of the negotiations, Israel refused to withdraw from the Sinai region, and Egypt demanded that Israel must withdraw its troops from the Sinai region. In this case, the Americans adopted a shelving strategy, first solved the small problem and saved the "potential energy" for the subsequent negotiations. After the negotiations, Israel has withdrawn from the Sinai region.

Through the shelving strategy, we first solve many small problems in the negotiation. The solution of these problems will accumulate energy for solving important problems later. As the negotiations between the two sides go deeper and more and more understanding, the chances of both sides making concessions will increase. Therefore, in the negotiations, when there is no problem with a single issue, it is better not to concentrate on one issue, otherwise it will only become more and more rigid.

The second way to deal with the deadlock in negotiations: adjust the negotiating structure.

The structure of the negotiations (see the author's other article, "The Structure of Negotiations") refers to the topics of negotiation, the members of the negotiations, the camps of the negotiations, the external factors of the negotiations, and so on.

For example, when the negotiations are deadlocked, you can respond by: the two sides can suspend the negotiations, negotiate in the next day; replace one or several members of the negotiation to ease the tension; change the venue of the negotiations. Both sides are relaxed; negotiating another small topic, reaching a consensus on small issues; bringing third parties into the negotiations to discuss together.

"Manager Wang, this way, I have no decision on the price reduction. I will let Liu, who is in charge of marketing, come to negotiate together tomorrow. What do you think?" That is the case, simply put the negotiation deadlock break in.

The third way to deal with the deadlock in negotiations: the introduction of third parties.

If the negotiation deadlock continues, it will face a dead end situation. The two sides are not willing to continue talking because they feel that it is meaningless to talk about it again. The third party introduced must appear to be neutral and acceptable to both parties. For example, the trade unions demanded an increase in wages and wages for a general strike, while the employers did not make concessions on wages and salaries. The two sides are deadlocked. At this time, the government will come forward and act as a neutral mediator.

What is especially important is that don't pay a lot of money for resolving the deadlock in the negotiations. Many experienced negotiators will use the deadlock in the negotiation to force the other party to make concessions. At this time, they need to calm their minds, open their minds, collect multiple information, and The behavior is identified and the corresponding strategy is considered.

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