One of the reasons that negotiations can end up in a deadlock is because what we are discussing becomes too small. There are only a few issues on the table and we just can't agree on them. As a sales negotiator, what you need to do when this happens is to make the negotiations bigger!
The Power Of Win-Win
I can almost hear you groaning - how will you ever wrap up the negotiation if you make it bigger? Well, it's not going to matter much if your next negotiation ends up in a deadlock!
The strategy of making what is being negotiated bigger is designed to give both sides of the table more cards to play the negotiating game with. What you are going to want to do is to look for ways that the level of satisfaction that both sides are feeling is increased. With a little luck you'll be able to do this without any significant cost to either side of the table.
Forget all of the other negotiation styles and negotiating techniques, what you are going to want to do is to work with the other side in order to see if you can find a win-win strategy that will work for both of you. This really should be a part of the basic negotiation definition. By increasing the size of what is being negotiated, both parties now have more to share and so the bargaining becomes easier because the value of what is being negotiated has increased.
How To Make This Work
I know how a deadlock feels - trust me, I've been there too many times. When you want to use the win-win approach to get out of a deadlock situation, you are going to have to change how both sides are viewing the current negotiation process.
When you present the other side with a win-win proposal, what you are going to see happen is that you've captured their attention. This is exactly the kind of thing that everyone likes to hear: a way that they can gain something from a negotiation that appears to have stalled out.
By taking the win-win approach, you've effectively made the negotiating pie bigger for both sides. Both sides of the table are now going to see the potential increase for their interests and they are going once again be motivated to reach a deal now that there is more involved.
What All Of This Means For You
The beauty of using the win-win approach is that it can transform a deadlocked negotiation into a successful deal. You just need to be willing to make the effort to make your current negotiations bigger.
When you take the win-win approach to resolving a deadlocked negotiation, the other side will respond positively to your suggestions. By making the pie larger, there is now more to gain by reaching a deal. This can transform the negotiation discussions.
The experts all agree. Win-win is one of the most powerful principled negotiation techniques that is available to us. The next time that your negotiation appears to be heading for a deadlock, use win-win and watch as your negotiation becomes bigger and leads you to the deal that you thought you weren't going to get!
Dr. Jim Anderson
"America's #1 Unforgettable Business Communication Skills Coach"
