Break A Deadlock By Moving From Macro To Micro

It can really feel like you have worked all those days and nights for nothing when negotiations reach an eerie deadlock.

Either you or the other party refuses to move even slightly on a position considered as important.

You might then attempt to scramble the playbook by implementing a different style or change the setting by changing venue.

But it is just not working. It’s a deadlock.

There goes the champagne you have prepared. The thought of your colleagues looking at you with those disappointed eyes just makes you feel worst.

In an attempt to finally close the deal, you might even be ready to concede what you have previously refused that caused the deadlock.

But by now, the damage is done.

There is no way you can back off without harming both your reputation and your organization’s.

What if there is a way out? You can…

Divert from macro issues to micro (and Visa Versa)

In many situations of a corporate setting, the deal have already been closed from the top.

You are then left with the negotiation team to work out the small things.

By moving the focus from micro to macro issues, you are reminding the other party both of you are trying to reach a common objective that has already been decided from the top.

This could soften him up considerably.

If you are actually the boss and cannot seem to settle at the macro level, move your negotiations to a lower level of micro issues.

When many of these smaller matters are agreed, very often, the macro agreement becomes a very clear formality.

Cultural differences can be a cause of such deadlocks.

That’s why it is always a huge challenge of integration when mergers occur between western and eastern organizations.

If you are caught in a bad spot where your reputation could be tarnished from backing off and all parties are still in a deadlock, you can get out of it by introducing a new party into the negotiation.

If your opponent perceives your new negotiating partner as someone of higher authority than you, you can effectively write off everything that you have agreed upon previously.

It’s like a reset button that you can use without looking like you have been conquered your opponent. Your partner can then concede terms without any negative impact on your ego.

So if you foresee this deadlock forthcoming, you might want to keep a partner “hidden” and only unleash him if the situation demands it.

Why This Technique Can Work

A move like this serves something like a reset button.

And more importantly, if you go about it with non-nonchalance, it will not come across as a trick or gimmick that you have conjured up.

Whoever has been the barrier to the deal being done is no longer weighed down by their previous positions. There is no longer pressure to appear firm and assertive due to a previous statement or demand.

Don’t be surprised to observe that your opponent looks like he is relieved to be given the chance to change his position.

Because self-image and maintaining credibility can be a huge factor in his mind, he could just be waiting for a perfect opportunity to step back without looking weak.

If you look at it in another angle, you are not really being crafty.

You are just creating the perfect setting for all parties to move forward comfortably. And that is the hallmark of a great negotiator.

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