In every negotiation, you’ll eventually run out of things to say to the other side of the table. I mean, come on, you’ve already said everything. In fact you may have already said everything more than once! You need to be careful when this happens, either side may feel like giving up without having reached an agreement. Never fear, I’ve got 3 techniques that you can use when you encounter this situation that are guaranteed to turn things around:
Its All About The Agenda
I firmly believe that most negotiations are won or lost long before the discussions actually start. If you want to win your next negotiation, then you’re going to have to keep it on track. One of the best ways to ensure that this will happen is to make sure that you control what gets discussed – this means that you’re going to have to control what’s on the agenda.
Nobody ever really wants to go to the effort of creating an agenda for a negotiation; however, it’s one of the most important tasks that you can do in order to control how the negotiation turns out. If you control the agenda, then you control what will get discussed during the negotiations. Likewise, you control what won’t get discussed and this is one way to make sure that the negotiations stay on track!
Become A Quick Change Artist
Have you ever driven a car that tended to overheat? You know how it goes: you drive for a bit, it gets close to overheating, you pull over and let it cool down, then you keep on driving. It turns out that you can keep your next negotiation on track the same way.
By its very nature, negotiations can become heated exchanges. When you see the positions of both sides starting to harden, you need to take action. Call for a break and start to talk about personal issues with the other side: family, job, even the weather if you have to. By doing this you’ll allow things to cool down and then everyone will be ready to keep on negotiating.
Say It Again Sam
You would think that all that you’d have to do is to say…