In a negotiation, there is process and there is content. Both are critical to a successful outcome. But when things are stuck in a deadlock, all too often negotiators focus only on the content and neglect the more subtle process-related aspects of negotiation.
In this article, we discuss how you can move past a deadlock by turning your attention to process.
Content vs process
If you ever find yourself in a position, where you’re facing a deadlock and you’re not sure of your next move, try these tips to help shift the negotiation past the sticking point.
Tips for negotiators
- Stop focusing on the substance or content and have a look at some process options. You want to give the sense that you are moving towards the outcome, and ultimately this will help to unfreeze the other party.
- Try one of these deadlock-breaking process options:
- Change negotiators
- Go off the record
- Introduce a new subject
- Establish a task force
- Try humour
- Show empathy
- Discuss common purpose
- Don’t forget the atmosphere! Carefully consider how you can purposefully manage the time, place and emotional mood.
How ENS can help
ENS consultants work with clients all over the world to help them learn how to focus on process rather than content when trying to break a deadlock. Understanding how to do this can be a critical factor in moving past your sticking point and achieving your desired outcomes.
Want to know more?
To discuss this article in more depth and explore how you can develop your negotiation capabilities, contact us on the form below.
