Bonus Lesson: Dealing with Deadlock
Lesson 16 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Bonus Lesson: Dealing with Deadlock
Lesson 16 from: FAST CLASS: The Power of NegotiationVanessa Van Edwards
Lesson Info
16. Bonus Lesson: Dealing with Deadlock
Lessons
Class Introduction
15:07 2Before The Negotiation: Assess Your Assets
08:08 3Before The Negotiation: Diagnose Their Pain
06:13 4Before The Negotiation: Do Due Diligence
05:46 5Before The Negotiation: Interest Matchmaking
03:34 6Before The Negotiation: Prep Purposefully
05:52 7Before The Negotiation: Bring Aids
08:57 8Before The Negotiation: Prime Value
04:53Before The Negotiation: Ask, Ask, Ask
06:38 10Before The Negotiation: Leverage Agreement
05:29 11During The Negotiation: Money Talk
11:45 12During The Negotiation: Money Chasers
07:29 13After The Negotiation
03:05 14Bonus Lesson: Email Negotiation
03:26 15Bonus Lesson: How To De-escalate
04:03 16Bonus Lesson: Dealing with Deadlock
05:12Lesson Info
Bonus Lesson: Dealing with Deadlock
Let's talk about dealing with deadlock. What is deadlock? Deadlock is a negotiation or situation in which no progress is being made. Its when you're at that point, either through email or on the phone or in person where you both are, where you're at and you just cannot budge. You can't give things up. It's hard to get that lock. But I do have a couple of strategies that you can try and this kind of thing you can keep in your back pocket. If it's happening. Couple back pocket questions literally. These questions can often find a little bit of movement wherever it is. One. Anything you can do to sweeten this deal, it's real casual way of saying, like, What offer do you have left in you? Right? You're buying a car. He's like, Sorry, can't go through. Kent. Can't include that. Can't do anything like that. Can't do that payment plan. You're like, Well, I can't go above this price. Anything. Any little thing to sweeten this deal. Basically, you're asking them. Do you have any movement at all...
? Left, right kind. I fell back. Question. I like this one. Is there a special Vanessa discount for salt always gets a laugh, Um, or also like, Is there is there a science people special you have going on right for my company, So sometimes personalizing like that can bring a little bit of levity in a situation where someone's like, I'm done like it can kind of be like, look like we're we're friends. Like it's a Vanessa deal like, What do you got for me? If they ask for something impossible So occasionally, deadlock will happen when they're asking for something it like is just you're not doable like you cannot do it. It's not possible. What you can say is you can turn it back on them and have them solve it for you. So how I make them solve it for you? What will it take for us to be a success here? What will it take for this to be successful? That's also like worth the end with the end with the end of the rope. What else you got for me kind of helps them find any movement. Here's a couple other strategies for dealing with deadlock real easy ones. Consider bringing in 1/ party right. Bring in that neutral person. An arbitrator panel bringing more research. Who else can you bring in to help? You can ask the question. What would you do if you were me? Sometimes, yes, that can logistically help, but it also can. It's a really good emotional thing to do because you're basically saying like you're asking me to under charge. You're asking me to do something that's really out of my comfort zone, are hard, Have some compassion. Briefly. What that question is, Have some compassion. That's what your half game. And it's interesting also to know their answer. Sometimes you hear an answer that you're like, I do not want to work with this person. They clearly don't understand. Reminds or no, I really want to make it work. This person, they answered, in a really compassionate way. Have you given up on this? There are times when you're in the room and they're just afraid to say no, they're dead locking with you because they just don't want to give you a flat out. No, it's like, save everyone's time, right? You can say, Have you given up on this, like is this are we kind of out of options here? Is that kind of where you're at? I really want to work. I want to find something. What are you? Do you want to find something? Sometimes it gives the impression to say, Yeah, I just something that's gonna work. Save your time, right? That's gonna happen. I also want you to think about trying to separate fax verse assumptions. So sometimes if you're in deadlock, there's things that they are assuming are facts that are actually not so. It's other, sometimes unlimited lurking assumptions that maybe are not included in the price. So it's really good to go back hot back on that Yes, ladder. Right. So just so we're clear, this pricing includes a couple of emails ahead of time. The actual project here, the deliver bols. Just to be clear, the deliverables they're here, here, in here. Do it this time to start going back to a checking fax because that can often help loosen up some assumptions that underlying people's pot positions always makes sense to them. So if you were in deadlock and you are like, what is going through their head there, is there something about their assumptions or their fax is lining up in their head. They're not crazy. They don't think they're crazy. So your job is to figure out what? What could they possibly be thinking that makes them feel right about this? That can also help give you a different angle for deadlock. Other ideas, as I mentioned before, with the escalation walking away Take a break, get space. Reevaluate. Let me think about it and email you my final offer, right? You can take that space loss aversion. So I mentioned this briefly. You can say you know what happens here if we don't make a deal. Separate facts, assumptions as we talked about and try to uncover those hidden agendas. You can also ask the question. What about this is important to you, especially if you're getting into emotional things. You're in this deadlock and they're like, I will not give up this item. Say, what about this important for you? Help me understand what has happening behind because clearly it matters and I won't know why. That could also help uncover some of those emotions. More arsenal questions all of these air in your workbook for you. So does this feel fair to you? Is there another deal here. We haven't thought of Ask them to get back into creative thinking. What are we trying to accomplish? What about this isn't working for you. What's the court issue again? What will not doing this deal cost you? I don't ever ask it that way. You can say what happens if you don't work with me. Are you happy with that?
Class Materials
Bonus Materials with Purchase