Chapter 59 Eloquent skills to break the ice

Negotiations always seem to go through a situation that neither side wants to see: the atmosphere of the negotiation seems to be frozen, both sides are silent, watching each other silently, as if they have evil intentions; to debate.This situation happened unconsciously, and it put both parties in an awkward position.The final outcome may be that the two parties broke up in silence. This is the impasse in the negotiations.To some extent, the deadlock symbolizes the breakdown of negotiations, which is a great harm to both sides of the negotiations.Why is there a stalemate?That's because both sides are unwilling to make concessions in a certain aspect, so they cannot reach a consensus.This is the general case.However, there are some good negotiators who like to use deadlock to negotiate success, because people generally don't like deadlock.They may concede on many minor issues, and when it comes to major issues, matters of principle, use the deadlock to further their ends.They may say to each other: "We have made the biggest concession and fully expressed our sincerity in the negotiation. Now, I hope you can also make a little concession, otherwise, we can only regret this ending. "If this is the case, the impasse in the negotiations may be more difficult to break.

However, for the success of the negotiation, most negotiators still hope to break the deadlock as soon as possible.So, how to break the deadlock? Many negotiators become very agitated because they want to stand their ground and change the perception of others.We know that when people are emotional, they tend to lose their minds.Maybe he had figured out how to deal with the impasse before the speech, but when the impasse actually appeared, they forgot what they had thought about before.In addition, some negotiators seem to have prepared for the worst psychologically: since the other party can not give in to their demands, I am afraid that their goals will not be achieved, and there is no hope of success in the negotiation.This made them abandon their original politeness and humility, and their tone became aggressive, and even began to accuse each other.In short, for whatever reason, they have lost confidence in the negotiations.

Since we have previously predicted that the negotiation deadlock may occur, when it does occur, it should not make it the end of the negotiation.In any case, you should do your best to make the negotiation a success.What you should do is to calm down your excited emotions slowly, restore confidence in the success of the negotiation, and then take positive countermeasures.Passive avoidance does no one any good, so instead, you should actively seek solutions. When the other party disagrees with your request no matter how you explain it, you might as well change the subject.Changing the subject does not mean never mentioning the topic of your dispute, but putting it on hold for a while and discussing it at an appropriate time.The role of changing the subject is very obvious, it can ease the tense atmosphere.Only in this way can the two parties start discussions in a calm manner and avoid disputes, which is conducive to the success of the negotiations.The most important thing for you is to ease the tension in the negotiation, because this is the deadly threat to the negotiation.

However, changing the subject is not an easy task.It is not passive avoidance, but active pursuit of opportunities.When the time is right, your topic should return to the place where you had a dispute.So, while you're talking about other topics, reflect on your impasses, look for the problem, and take a targeted approach. The transferred topic must be related to your topic. Only in this way can you ensure that you can switch the topic back at any time.Avoid ramblings, which will make the other person think you are delaying time, and you will not be able to successfully return to the original topic.After changing the topic, make the topic naturally move closer to the main topic, so that the other party can accept your opinion unconsciously.

Negotiators may be clouded by emotional issues and may develop prejudices on many issues -- and it is these prejudices that bring negotiations to a deadlock.For the other party, the current negotiator and his various practices and ideas may be the main reason for stimulating him.So if possible.Changing the keynote speaker is also an appropriate way to break the ice. Choose those negotiators who are more familiar with this negotiation and have stronger ability to participate in the negotiation.Of course, you can’t choose those who don’t know much about this negotiation and don’t have much negotiating skills to continue the negotiation, because if you change the negotiator, it means that you have already made a concession, and such a negotiator cannot grasp the direction of the negotiation.

If possible, the interests of both parties can be appropriately expanded, that is, you can make concessions on a certain issue—even if it is a matter of principle—and the other party can also make concessions on some important issues, so that both parties can get more benefits. benefits.However, this is naturally based on making certain sacrifices. It must be noted that the benefits you get must be more than the concessions you make, so that there is a need for concessions, otherwise you will lose more.Your goal is not just to reach an agreement, but to reach an agreement that benefits you.Also, don't ask the other party to make too many concessions, then you will also miss your goal and may create an impasse on another issue.

Part of the reason for the stalemate is poor negotiating tactics.Experienced negotiators even believe that there are no inappropriate goals, only inappropriate strategies.What they mean is that no matter how high your goals are, you can achieve them as long as you have the right strategy.Although this is an exaggeration, it does show the importance of strategy. I have said before that the strategic issues in negotiation are not all in parallel.In fact, there may be only one suitable strategy for a negotiation and a negotiating opponent.Therefore, if you find that this strategy is not suitable, you can switch to another strategy that is more suitable.

Psychological displacement requires an empathy approach to negotiations.Many times, due to different experiences, knowledge, standpoints and values, different people have very different views on the same issue, and even oppose each other.If you can see some issues from the other person's point of view, you may become more accepting of these differences.Of course, you can also ask the other party to consider the issue from your perspective and position, provided that you tell the other party that you have already thought about the issue from the other party's point of view.Then, take an appropriate, middle-of-the-road solution to the problem that got you stuck.