It is wise always to encourage the parties to define a number of possible solutions, emphasizing both party benefits to be gained rather than starting a bargaining or trading process, which is not true negotiation. It is dangerous and foolish to go to our extreme position (i.e. if you don’t do this, I will or will not do that), rather we need to emphasize that we are looking for a mutual solution.
If the negotiation is stalled, (with the process still functioning) we need to try to resolve some less crucial issues to get the process re-started. If a deadlock occurs focus should be on ways to keep the negotiation moving by introducing discussions on how to continue the process rather than resolving the issues. It must always be a priority to stay in the process rather than letting the negotiation degenerate into an open dispute or walk out.
WE ALL NEGOTIATE CONSTANTLY, BARS, BEDROOMS OR BOARDROOMS… OR THE MIDDLE EAST… WINNERS ARE GRINNERS.
www.orglearn.org mangement and leadership site