What are some strategies to handle a counterpart who is not willing to negotiate?

When a negotiation reaches a stalemate, you can use several strategies to move forward. First, practice active listening and tactical empathy to understand what your counterpart truly wants. Use tools like mirroring, where you repeat your counterpart's key words, and labeling, where you identify and verbalize your counterpart's fears. Ask calibrated questions that start with 'How...' or 'What...'. Remember, the first 'no' is not the end of the negotiation, but the beginning. Once your counterpart says, 'That's right!', you've reached a turning point. Also, identify your counterpart's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive. Lastly, prepare for any negotiation by creating a one-sheet list of five key points that summarize your approach.

When handling a negotiation with multiple counterparts, it's important to connect with each counterpart to understand their needs and wants. Practice active listening and tactical empathy to make them feel safe enough to reveal themselves. Use negotiation tools like mirroring, labeling fears, and asking calibrated questions. Understand that the first 'no' is not the end of the negotiation, but the beginning. Once a counterpart says, 'That's right!', you've reached a turning point. Identify each counterpart's negotiation style, whether they're an Analyst, an Accommodator, or an Assertive. Prepare for the negotiation by creating a one-sheet list of five key points that summarize your approach.

Some ways to make your counterpart feel safe during a negotiation include practicing active listening and tactical empathy. This involves making your counterpart feel understood and valued. You can use tools like mirroring, where you repeat your counterpart's key words, and labeling, where you acknowledge your counterpart's fears. Asking calibrated questions that start with 'How...' or 'What...' can also help. It's important to remember that the first 'no' is not the end of the negotiation, but the beginning. Once your counterpart says, 'That's right!', you've reached a turning point. Understanding your counterpart's negotiation style, whether they are an Analyst, an Accommodator, or an Assertive, can also be beneficial.