Negotiations can sometimes get deadlocked. Both parties can reach what seems to be the end of the road, where there appears to be no manageable route for greater compromise. Or the impasse could stimulate another round of deliberations, which may eventually result in a rewarding conclusion. To make sure that it's the latter situation, you can follow these dozen ways to bring discussions to the next stage:

1) Take a breather. This is as simple as it sounds. Take a break when you are feeling beleaguered. You can announce it's a good time to adjourn briefly or even better, you can incorporate break times into your negotiations. By planning to rest at least every hour, you will be better able to stay on top of your objectives.

2) Sort out the facts from the fiction. Distinguish the hard facts from the fictitious statements being made by verifying data first before accepting it as true. Keep in mind that ascertaining the facts is key to your outcome. When you make the effort to confirm facts, you can evaluate them and figure out their relevance to your position. Be ready to present sound arguments against inaccurate statements.

3) Identify the gray areas. It's also important to recognize the areas that cannot be categorized as fact or fiction. Examples of gray areas are opinions or topics requiring you to retrieve more information. To address these gray areas, you may need to take time off and arrange to meet again at a later date after obtaining more data. Tackling these fuzzy areas also involves acknowledging that you may not have a well-defined position or opinion on certain subjects. If you come to an impasse, it may be because you don't have a stance on at least a few items—facts or opinions.

4) Keep anger by the wayside. Threats are unacceptable and disrespectful. When anger prevents talks from advancing, it's time to put this emotion aside. Sometimes, another impartial person is needed to recognize that anger is derailing progress. If feasible, think of an activity that will let you vent your emotions. Most importantly, realize that your strong feelings reflect the issue's importance. Put the issue and the anger aside briefly if you have other issues to tackle.

5) Concur in principle. Instead of allowing emotions and words to become obstacles, search for a way to agree in principle with the issue causing the deadlock. If you can come to an agreement in principle then you are both in accordance with the objectives, greatly improving chances for a mutually satisfactory conclusion. Remember that what needs to be adjusted is your approach, not your intent.

6) Reassemble and reassess. To renew your enthusiasm, reassemble your team and talk about what you've achieved so far. Emphasize the positives and perhaps reconsider how your objectives should be prioritized. Review where you are and what ground you've covered to determine progress. You can then redirect your attention and efforts to the real objective. Issues defying resolution may not be important after all. When you resume talks, renew your concentration on your purpose.

7) Find new, insightful information. There may be something you overlooked or chose not to consider in the planning stage and during the discussions. Look for new data that will bring new insight to your objectives. By thinking creatively, both parties can circumvent the impasse to reach an agreement.

8) Get help. The most effective solution may involve another outside party who can maintain objectivity, hearing out both sides and elucidating points. Seek assistance when talks are seriously deadlocked and both of you desire satisfying results.

9) Know when to back down. Being a good negotiator entails identifying a second choice desired outcome or a fall back position. Do not enter a negotiation with only one agreeable result in mind. Remember that negotiation is democracy, not autocracy, and that compromise is key. If you've put forth your best effort and secured at least your fall back outcome, then you should enjoy a sense of contentment.

10) Try out a different venue. Sometimes changing the site of the negotiation can keep the ball rolling. The noise level or even the ambiance of the place could be contributing to your lack of progress. To get talks on track, think about holding the discussions at the other party's location to express good faith or at a mutually satisfactory place where no side can claim home territory advantage.

11) Differentiate goals from position. Negotiators can sometimes hold fast to a position while forgetting what the main goal is. Look beyond the positions into the underlying interests and you will discover the way to put an end to the conflict. It is challenging to unearth goals, but it is also revealing and important to undertake. By asking why, you can uncover the actual reasons—which may sometimes even be irrational.

12) Brainstorm. Try some open-ended brainstorming, also called optioning, to get creative juices flowing. Start generating options that may strike you as otherwise unlikely or impossible. Welcome ideas that may even seem ridiculous. Brainstorming will let both sides be creative as well as gain ground toward an agreeable result.

When you are able to overcome a deadlock and work out an acceptable solution for both parties, the outcome is mutually beneficial, satisfying shared interests. Utilizing any one or a few of these dozen steps will help you get to that desired conclusion.

Source: A Dozen Simple Ways to Break Negotiation Deadlocks
Marsha Lindquist
Salesvault, March 10, 2003
http://www.salesvault.com/artman/publish/article_573.shtml