Module 3 · Chapter 9

How to Break a Deadlock in Negotiation: New Variables

When both sides stop moving, a new point to trade can restart the talks. This chapter shows how to find and offer one, and how to take your own deadline out of the talks.

≈ 7 min read 8-question test

In this chapter

  • Why a side that knows your limit stops moving
  • How a point that costs you little can buy the last step
  • Why the extension notice went before the talks closed

9.1Breaking a deadlock in one paragraph

A deadlock is the point where both sides stop moving and each waits for the other. By December, the two sides were £10 a van a month apart. More talk about price would not close that gap.

So Polgarrow brought in two new points that cost it little and were worth a lot to Kestrow. In return, Kestrow came down to £120. The same day, Polgarrow served its notice to extend the current contract. That way, its own deadline under that contract could not rush it into a deal.

Key point

When the price will not move, add a point that costs you little and is worth a lot to the other side.

Also in this chapter

  1. Why Kestrow stopped moving at £125
  2. How two new points bought £120
  3. Taking your own deadline out of the talks
  4. Your job

Preview

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