How to break the deadlock in business negotiations? (Part 1)

Zhao Wu’s lecture notes

In business negotiations, both parties often reach a stalemate due to large differences in views. If handled improperly, it will directly affect the outcome of the negotiation.

In this lesson, I will share with you 4 ways to break the deadlock in negotiations. Due to limited space, I will share with you the first 2 methods first.

1. Changing the topic method

In a meeting and negotiation, when the two parties have greatly different views, especially when the other party continuously raises objections and has a very tough attitude, you can use the method of changing the topic. This way, you can draw the other person's attention to a certain issue and relieve the other person's bad mood.

Give an example.

A glass factory is negotiating with the American E Glass Company on the introduction of equipment. But the two sides were deadlocked on the issue of "full introduction or partial introduction."

In order to achieve the predetermined goal, the negotiator of the glass factory thought for a while, smiled, and said in a relaxed tone:

Your company’s technology, equipment and engineers All are world class. You invest in equipment and we invest in technology, so that our factory will definitely become the number one in the country. This is not only beneficial to us, but also beneficial to you.

Coincidentally, the negotiator of Company E was a senior engineer, and these words were very useful to him. Therefore, the atmosphere that was stagnant just now gradually became active.

Seeing this situation, the negotiator of the glass factory changed the subject and continued:

However, our factory’s funds are indeed limited and we cannot buy too much equipment, so domestic If it can be produced, we will not import it.

You also know that France, Japan and Belgium currently have technical cooperation with us. If you don’t reach an agreement with us as soon as possible and invest in the most advanced equipment and technology, then you will lose China’s vast majority. In the market, people will also laugh at your company, and you have lost a good business opportunity.

After these words were said, the deadlock in the negotiations was alleviated, and finally the two parties reached an agreement.

2. Adjournment strategy

This strategy can not only help negotiators restore their physical strength and energy, but also help them regulate their emotions, control the meeting negotiation process, and ease the meeting negotiation atmosphere. Make the relationship between the negotiating parties more harmonious.

Give an example.

In July 1985, Ren Chuanjun, the general manager of Jiangsu Yizheng Chemical Fiber Company, presided over a claim negotiation. His opponent was Lijan Ned, the general manager of Zimmer Company of the Federal Republic of Germany. The reason for the claim was that there was a problem with the imported roulette reactor. China claimed 11 million West German Marks, while the German side only agreed to compensate 3 million West German Marks. There was a huge gap between the two.

Seeing that the negotiations were at an impasse, Ren Chuanjun proposed to adjourn the meeting temporarily and proposed to accompany Li Yang Ned to Yangzhou for a tour the next day.

The next day, Ren Chuanjun took Li Yang Ned to the Daming Temple and introduced him:

This temple commemorates a man who traveled to Japan six times for his faith. The eminent monk Jianzhen, today, the people of China and Japan have not forgotten him. Don't you often wonder why it is easier for Japanese people to invest in China? That's because Japanese people understand Chinese people better and know that Chinese people value feelings and friendship.

Then, Ren Chuanjun continued to smile at Li Yang Ned:

After we have been dealing with each other for so many years, apart from financial benefits, don’t we also have some personal feelings? ?

Li Yang Ned was greatly moved by these words.

Later, when the negotiations continued, Ren Chuanjun said straight to the point:

Since the problem lies with your company, there is really no need to spend too much time on claiming compensation. Need compensation.

Liyang Ned said helplessly:

My company won the bid in your country, and the total revenue was only more than 100 million US dollars. I can't make compensation at a loss.

At that time, Jiangsu Yizheng Chemical Fiber Project was the largest chemical fiber project in the world. Ren Chuanjun, who grasped this fact, said without hesitation:

As far as I know, it is precisely because your company is in Only after winning the bid for the world's largest chemical fiber base was it able to win 15 consecutive bids in the world, how should this account be calculated?

This rhetorical question left Li Yang Ned at a loss for words.

Then, Ren Chuanjun said sincerely:

We are old friends. How much can you pay for speaking out? We value our friendship with you and cannot let it go. You lost your job, but you also have to think about me. I have to give an explanation to the more than 10,000 builders here.

At the end of the negotiation, the German side agreed to compensate 8 million marks.

Afterwards, Li Yang Ned said:

Although I paid the money, I felt happy!

Ren Chuanjun broke up the meeting by suspending the negotiation at the right time. The dull and depressing atmosphere also bought more time for both parties to think.

The above are the first two methods to break the deadlock in business negotiations:

1. Changing the topic method;

2. Adjournment strategy method.