The_Essential_Manager_s_Handbook

MANAGING IMPASSES / 413

Oiling the wheels

If you are facing an impasse, experts

suggest that, in the intensity of the

moment, you should first take time out

to cool down. This will help to defuse

the emotional situation and you can

resume the discussion at a later time.

When you reconvene, start with any

existing mutual benefits. Impasses often

occur after some progress has been

made. So, it may be useful to frame

the impasse in the context of what has

already been achieved and highlight

the potential losses to both parties if

agreement is not reached.

If you are still deadlocked, you may need

to try expanding the pie. If you maintain

a zero-sum, fixed-pie mentality toward

the negotiation, this will restrain your

creativity in negotiating for the best deal.

The purpose of negotiation is not to win

an argument, but to find solutions that

would maximize the benefits for both

parties. Consider new ideas to help you

reach agreement. Expand the issues

you are discussing, but avoid making

concessions. In this way, you may be able

to overcome the impasse on one critical

issue by adding another issue that is

attractive to the other party.

>>^ Anticipating potential impasses^

and planning in advance how to

deal with them

>> Being open-minded and flexible,

and finding creative solutions

>>^ Reacting calmly and using your

emotional intelligence, because

you know that deadlock situations

can be resolved

>>^ Believing that you can just think^

on your feet if a problem arises

>> Thinking that deadlocks always

lead to “no deal”

>>^ Leaving the negotiating table early

because you are deadlocked with

the other party

MANAGING DEADLOCK SITUATIONS

Do’s Don’ts

greater profits

are achieved when

parties negotiate

over a meal

US_412-413_Managing_impasses.indd 413 30/05/16 3:07 pm