The Negotiating Gifts from Greece – #2 – Kicking The Can Down The Road – Deadlocking

 

      1. Argue and keep arguing – whilst arguing you are not making concessions or even proposals. In fact you are not negotiating (attempting to secure an agreement). You keep the position in stasis by playing the argument game. Negotiations appear to be ongoing, but the reality is deadlock. This is used for many reasons – for example: to buy time – encourage concessions as the other parties surrender through frustration – allow deadlines to be overrun – appear to be fully engaged in the negotiation when not – grandstand to the audience (audience as in noise to listen to)

      2. Unrealistic Proposals – making proposals that one knows to be unacceptable are designed to create argument – deadlock. It allows one to push the onus to the other side and make them responsible for lack of progress. It is high risk, but often tried. If the other side sees it for what it is it is matched by an equally unrealistic response. There are elements of this behaviour operating between the Greeks and Germans as I write.

      3. Appeal to higher authority – referendum – seek the view of the electorate and use their answer to deadlock further.The danger is two can play at this game. Another matching game to deadlock the process or bring people to their senses.

      4. Making an agreement but then take it away for approval / ratification and then finding all sorts of problems with it. Kicks can down the road, but attempts to set up opportunities to amend the agreement. Lots of this going on.

These techniques are used often by parties who:

  • May not know what they want.

  • Do not know what is likely to happen if they go through with threats or agree to something they do not fully understand.

  • Have nothing to lose.

  • Know it costs less to deadlock than to negotiate / make concessions.

  • Find that by using frustration tactics they get rewarded – especially if some parties are keen to “get a deal”.

  • Want to appear to be negotiating by being at the meeting, but have no intention of allowing progress.

  • Think that winning the argument is negotiating – it is not.

    How to Deadlock the Negotiation –
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About sharpdealer

International Negotiating Specialist and Expert
This entry was posted in Conflict Resolution, Leadership, Negotiating Skills, Negotiation, Uncategorized and tagged , , , , , , , . Bookmark the permalink.

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