Negotiating in Life, Negotiating Tips, Business Negotiation September 24, 2010

No-deal-wanted negotiations

Back in 1985, the rock group Talking Heads sang “we are on a road to nowhere.” Perhaps they were singing about how they felt about negotiations that don’t seem to get anywhere: no-deal-wanted negotiations.

It is true that parties in a negotiation do not always negotiate to reach agreement. In some cases, these no-deal-wanted negotiations are completely unethical, designed to tie up one of the parties and keep them from achieving legitimate results. For instance, there are buyers who negotiate in order to tie up a seller’s inventory.

However, no-deal-wanted negotiations can be used as a legitimate part of the bargaining process. Some negotiations are conducted exclusively as a stalling tactic, and are not necessarily unethical.

Why would parties enter a negotiation that is going nowhere? Here are a few reasons:

  • To gain leverage elsewhere
  • To set the stage for “real” negotiations later
  • To get information
  • To delay decisions or actions
  • To gain time (to search for alternatives, to get others involved, etc.)
  • To show willingness to negotiate even though there is none
  • To force an arbitration
  • To divert attention

Sometimes there is a political reason to enter negotiations or parties need to “save face.” Diplomatic negotiations can sometimes be no-deal-wanted negotiations but both parties want to seem concerned about reaching some type of agreement.

How do you deal with a no-deal-wanted negotiation? Have you ever forced an agreement?

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

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Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

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Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

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Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

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Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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