Is it non-negotiable?

We often say that everything is negotiable, but sometimes negotiators come to the table with a list of non-negotiable demands. How do you deal with issues that are not up for negotiation?

Non-negotiable demands tend to be extreme, and defy compromise. Sometimes, they are centered on ethical, religious, professional or economic values that are deeply held. By making non-negotiable demands, some negotiators demonstrate their convictions.

In business negotiations, non-negotiable items tend to be issues such as cost structures, trade secrets and management decisions.

Some negotiators use non-negotiable demands for the express purpose of creating a deadlock. Indeed, they do not want to reach an agreement, and they use unrealistic demands to create an environment where compromise cannot be reached.

However, non-negotiable demands are a part of the bargaining process. They lower the other party’s expectation and make him or her more willing to compromise on other issues to avoid having a confrontation of deep-seated values.

There are several countermeasures you can use when faced with non-negotiable demands:

1) Conduct off-record talks
2) Dial down hostility
3) Ask for an explanation of why these demands are non-negotiable
4) Discuss the issues that ARE negotiable
5) Avoid panic and anger

Have you gone into a negotiation with non-negotiable demands? Did you end up compromising?