Pitfalls in Negotiations: The impasse dilemma of positional bargaining

This Skill Bit shows that shifting from positional bargaining to finding mutually acceptable solutions is crucial in successful negotiations. This approach entails identifying underlying interests, generating options for mutual gain, and employing active listening and problem-solving techniques. By fostering a collaborative atmosphere, negotiators can navigate impasses effectively and seek win-win outcomes. Strategic use of breaks and third-party mediation can further facilitate constructive discussions. Reflecting on the negotiation process and documenting agreements ensure a fruitful outcome for all parties involved.

Duration approx. 5 Min.

Tier: proficiency

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