What Do You Do When Negotiations Stall?

By Mark Jankowski

There’s a lot of give and take in Project Management and sometimes that give and take comes to a standstill. When a deadlock occurs, before pronouncing the deal dead, try following these steps:

  1. Change negotiators – sometimes it’s who is negotiating not what they’re negotiating.
  2. Change the setting – locations get stale.  A change of scenery, offices, rooms, and even cities can feel like progress and result in progress
  3. Bring in a mediator – neutral parties don’t have their egos tied up in the deal
  4. Recount the issues of agreement – before you give up, remember how far you’ve come.

Sometimes, though, the best deal is no deal.  Know your real bottom-line so you know when you’re better off walking away.  Rather than forcing a one-time deal, start over, and make a new deal where you can build a relationship that will lead to future deals.


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