You're facing a stubborn negotiator in a contract discussion. How do you break through their resistance?

1 Understand Them

To break through a negotiator's resistance, first strive to understand their position and interests. Listen actively and ask probing questions to uncover the underlying reasons for their stubbornness. It could be due to past experiences, pressure from their own team, or specific needs they are trying to satisfy. By demonstrating empathy and showing that you are genuinely interested in their perspective, you can build rapport and trust. This foundation is essential for moving the negotiations forward and finding mutual ground.

2 Build Leverage

Building leverage is key in negotiations. This doesn't mean resorting to hardball tactics, but rather, identifying what you have that the other party values. It could be a unique service, favorable terms, or even a deadline that works to your advantage. Use this leverage thoughtfully to influence the negotiation in a direction that benefits you, without alienating the other party. Remember, leverage is about persuasion, not coercion; it's a means to guide the discussion towards a win-win outcome.

3 Offer Options

When faced with resistance, offering multiple options can be a game-changer. Presenting alternatives shows flexibility and can help the other party feel more in control of the negotiation process. It also opens up avenues for creative solutions that might satisfy both parties' core interests. When you put forward various scenarios, it encourages the stubborn negotiator to engage more constructively as they evaluate the different possibilities against their own objectives.

4 Change Dynamics

Sometimes, the negotiation dynamic itself can contribute to resistance. If you sense a deadlock, consider changing the setting or format of your discussions. This could mean taking a break, moving to a neutral location, or involving a mediator. A change in environment can reset attitudes and reduce tension. Additionally, bringing in fresh perspectives or expertise can provide new insights that help overcome sticking points.

5 Focus on Benefits

Emphasizing the mutual benefits of the agreement is a persuasive tool in overcoming resistance. Highlight how the contract will address their needs and lead to positive outcomes for both parties. This shifts the conversation from adversarial bargaining to collaborative problem-solving. When the other party sees the value in the agreement beyond their initial demands, they may become more amenable to compromise.

6 Stay Patient

Patience is your ally in tough negotiations. Resist the urge to rush the process or give in to frustration. Time can be a strategic tool; showing that you are not desperate for an immediate resolution can sometimes encourage the other party to reconsider their position. Maintain a calm demeanor and keep the dialogue open, as this demonstrates your commitment to finding a solution that works for everyone involved.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?