How to break negotiation deadlock

And 5 tips to move things forward again

 1. Avoid final offers

An ultimatum is rarely appropriate in negotiation, especially if you know that you can concede further to get a deal. It restricts your ability to negotiate and also irritates your counterpart. Conversely, you'll look rather foolish if you make a final offer and  a few minutes later concede cheaply to get a deal. Your credibility goes out of the window.

2. Focus on the "can-do"

Don't tell them what you can't do; tell them what you can do. Psychologically focusing on the "can do" is more likely to move things forward and encourages reciprocity.

3. Take a time out

Asking for a recess can be highly appropriate in negotiation. It gives you thinking time but also gives the other party an opportunity to consider their position.  In the heat of negotiation, it may also help to calm down emotions.

4. Change the negotiator

Occasionally there may be a clash of personalities or even a lack of creativity at the negotiation table. Changing personnel can be a good idea to clear the air and to look for new solutions.

5. An off the record meeting

This clearly depends on the type of relationship you have with the other party but is a useful strategy to cut through the politics of a multi stakeholder negotiation. This type of meeting indicates to the other party a certain level of trust and that anything discussed stays between you. A word of warning though - nothing is ever off the record.