Have you hit a wall in your negotiations?
When two sides can’t come together on an issue, it’s easy to get into a stalemate. Communication collapses, and “no deal” looks like the only real choice.
Seeing the world through uncompromising eyes can lead to shutdown. Viewing a negotiation as a competition – with a winner and a loser – means nobody really wins. As a team leader, you know that the best negotiations are mutually beneficial. When we focus only on what we want – in an unyielding way – we aren’t being tough, we’re just limiting our choices.