What is the strategy to solve the deadlock in the negotiations?

Sometimes in negotiations, the two sides hold their own opinions on some issues, and no one will give in. At this time, the negotiations may be deadlocked. Obviously, neither side wants to see this confrontation and no progress. Therefore, we should try our best to avoid deadlock. However, what measures should be taken to break the deadlock when it has been formed? That is to change the subject and break the deadlock.

Under the deadlock of negotiation, you must be patient enough and have the conditions not to rush to reach an agreement before waiting for your opponent to put forward a new plan. The endurance shown by the Japanese in the negotiations is world-famous. Therefore, if you want to wait for the other party to propose a new plan, you must be prepared to wait for a long time. At this time, if you simply make some concessions, although it is possible to break the deadlock, it will often reverse the negotiations in a direction that is not conducive to you. And this just exposes your eagerness for success, and the other party will use your psychology to force you to make concessions. If you make a little concession, the other party will think you are weak, and often push your luck and seek more benefits. Therefore, in the face of this situation, only the first move is strong, and the result is deadlock.

Changing the subject is one way to break the deadlock. In negotiations, it is usually tacit. Once the negotiations are deadlocked, each side is waiting for the other side to make concessions first in order to gain an advantage, so both sides begin to be more patient. However, if both sides refuse to compromise, this stalemate will not benefit everyone.

Therefore, it is a wish of both sides to break the deadlock in an appropriate way at this time.

In this case, one side took the initiative to change the topic of negotiation and expressed the hope that both sides would make joint efforts to break the deadlock. If the other party really has the sincerity to negotiate, of course, he knows your implication and will generally respond accordingly. In this way, it is possible to break the deadlock and enable the negotiations to continue.

Of course, the deadlock in the negotiations is not necessarily a bad thing in a sense. Some experienced negotiators often use stalemate as a strategy. In the case of deadlock, it is often better to test each other's determination, sincerity and strength. In order to break the deadlock, we can also refer to some specific measures. For example: change negotiators, reschedule talks and find mediators; Give each other several more plans to give them more choices; Make some appropriate modifications to the specifications and conditions of the goods; Tell some jokes to ease the tension, and so on.

Mr. Bill arrived at the hotel at midnight in the storm because his plane was delayed. Mr. Bill's suit is wrinkled and wet, his shoes are wet, his stomach is upset and he is exhausted. He is eager to jump into the bed in the reserved single room at once. But the clerk at the counter looked at Bill and said slowly in a flat voice, "Yes, you reserved a room, but we don't have one now. This kind of thing happens occasionally. "

Mr. Bill put his luggage on the carpet first, and then said to himself that the counter attendant is just a machine with simple reaction and no thinking ability. He behaves like a well-programmed robot or computer.

Mr. Bill thought of other solutions in his mind: the hotel might give you a room; Or you can put a bed in the conference room; Or let you use the living room of the suite.

So, Mr. Bill said, "Well ... do you have a suite? If the suite is gone, can I still live in the governor's suite? I know you have a conference room. You put an advertisement in the brochure. Can we put a bed in the conference room? " The clerk stopped and said, "Oh, no, we can't do that. I think you'd better try to find another hotel! " Mr. Bill replied, "I don't want to go to another hotel. I am tired and want to sleep, so I will sleep here. Please let me talk to your general manager. " Mr. Bill knows that the general manager won't come so late. He wants the shop assistant to know his determination. ) The clerk picked up the special telephone receiver with a bitter face and said something, then the night manager appeared. Mr. Bill repeated his views on suites, conference rooms or other feasible methods.

The night manager checked the room list, frowned and said, "We do have a suite, but the price is twice that of a single room." Mr. Bill said calmly and firmly, "We shouldn't add a penny, because I have already made a reservation." The night manager sighed and said, "That's the price. Do you want it or not? " Mr. Bill thought for a moment and said, "I'll take it."

The next morning, Mr. Bill's bill appeared. Of course, it's twice as much.

Mr. Bill asked to see the general manager. After meeting with the general manager, Mr. Bill told the general manager that he was surprised that the hotel could not cash the reserved room, and he wanted to hear the general manager's explanation on this matter. As a result, the general manager apologized for this. Mr. Bill paid for a single room.

The above example tells us that if there is no result in negotiation with the other party, we should raise it to a higher level and negotiate with the other boss, so that we can often break the deadlock and solve the problem.