Pitfalls in Negotiations: Fighting over solutions instead of positions

This Skill Bit shows, that in successful negotiations, shifting away from positional bargaining towards mutually acceptable solutions is key. Positional bargaining often leads to deadlocks, with parties rigidly adhering to their demands. To address this, strategies focus on understanding underlying interests, fostering active listening, and promoting problem-solving. Creating a collaborative atmosphere involves acknowledging each party’s perspective and seeking win-win outcomes. Navigating impasses may require breaks, neutral examples, or third-party mediation. Post-negotiation, reflection and documenting agreements solidify the shift towards productive negotiation practices.

Duration approx. 5 Min.

Tier: advanced

A part of Pitfalls in Negotiations: How to Identify, Overcome and Turn Challenges into Opportunities, Transforming Pitfalls into Progress course.