Business Negotiation April 7, 2014

Win-Win Ways to Break a Deadlock

Another widely used technique for bringing parties toward settlement is what I call the “United Nations Coalition.” This approach brings into play the interests of diverse outside groups in reaching a solution. Sometimes a coalition that includes the government, local politicians, unions and bankers can push the buyer and seller into agreement, even when the gap between them is wide. In Japan, you can hardly close a complex transaction without considering the needs of institutional forces far from the table. Balancing the interests of everyone involved in a multifaceted transaction is essentially a political decision. 

It is best resolved and settle by a high level coalition. With win-win strategies, we can see how satisfaction for both parties can be increased with little or no cost to either party. When people deal with each other on a win-win basis they succeed. Together they make 2+2 become not 4 but 5 or more. They create value, and bargaining becomes easier since there is more for both parties to share. I have personally used the win-win approach many times and can assure you that it works remarkably well. 

The magic of the “both-win” is that is captures the attention of the other party instantaneously. Who among us is so stubborn as to refuse to listen to an opportunity for gain? Both-win strategies broaden the scope of negotiation by enlarging the sphere of mutual interests. Suddenly the buyer and seller see the potential for further profit; the pie gets bigger and better for both. The next time you are in a negotiation that appears to be going nowhere, try saying, “Let’s find a better way to benefit both of us.” You’ll be amazed at how quickly the discussion moves to a cooperative track. 

The threat of deadlock withers away. Win-win is, beyond a doubt, the most powerful payoff strategy in negotiation. Deadlock is a normal risk of bargaining. People from other cultures handle it better than Americans. For them, walking away from a deal is a matter of habit. They’ve done it in their daily lives since childhood. Walking away is just another way to tell the other side that the offer is not yet good enough. 

For Americans deadlock is usually more of a trauma-a psychological battle involving two parties whose egos are at stake. Deadlock is a legitimate test of the balance of power and resolve of opposing parties. It need not be feared or shunned as a tactic. It may or may not mean “dead.” In most cases, if properly handled, it is merely one more stage of the bargaining process. If the parties are convinced they have something to gain by continuing to talk, they will talk.

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

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

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

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

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

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

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

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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