We’re talking with Matthias Schranner about the mistakes that people make in negotiations. We’re focusing on the biggest mistake – the avoidance of deadlocks. No one likes rejection and ridicule and no one thrives on conflict. However, Matthias shares why we shouldn’t avoid deadlocks; instead we should be finding ways to create conflict and starting with deadlocks to get the best possible outcomes. Matthias is sharing why it’s important to start with a deadlock and how to get out of them.
Getting out of deadlocks starts with the right team structure. Instinct might have you sending in the negotiator with the best relationship to the other side, but this would be the wrong move. Matthias argues every negotiation should be conflict-oriented, not relationship-oriented. So you need to have three people on your team – the speaking negotiator, the commander, and the decision-maker. Deadlocks beginning negotiations is only successful when respecting the other side is considered throughout a negotiation. You don’t destroy a relationship because of your high demand, you destroy a relationship because of a disrespectful tone. This can be the biggest and costliest mistake negotiators make. In the end, the strategy is always to create a deadlock or a conflict – don’t avoid it – but maintain a respectful tone. This is an interesting discussion of a unique negotiating approach and I’m looking forward to a great discussion.
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Guest: Matthias Schranner