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Negotiation Walls: The 5 Steps To Break Through To A Eureka Solution

Guest post by: Kathy Gillen

Article Overview: Negotiators sometimes spin in circles and hit walls. You are stuck and can’t see a way out. You want one thing and your prospect wants another...now what? Many people believe you continue working to finish your negotiation. In other words, you keep doing what you’ve been doing...and you often end up spinning in circles. To break free from your spins follow the 5-steps to a Eureka Solution.

Negotiation Walls: The 5 Steps To Break Through To A Eureka Solution

Screeecchh!

The race car, #11 Red, entered turn number four and this is what we heard. Nearly every lap he spun at this corner. During the last lap of the practice session he spun then hit the wall. There wasn’t a lot of damage, but what was he going to do in the race?

Negotiators also spin in circles and hit walls. You are stuck and can’t see a way out. You want one thing and your prospect wants another...now what?

Many people believe you continue working to finish your negotiation. In other words, you keep doing what you’ve been doing...and you often end up spinning in circles.

To break free from your spins follow the 5-steps to a Eureka Solution.

1. The first step is to take a break. Schedule your next “official” meeting a couple days out. Now go do something fun, preferably active, such as a hike, roller blading, golf or whatever activity you enjoy.

The reason is simple. Physical activity triggers a different part of your brain. When you are stuck your rational brain is caught in a repetitive loop and you can’t see creative solutions. When you do something different your brain relaxes and creativity soars.

Have you ever been struggling with a problem then had a “Eureka!” moment in the shower?

You can create the same results with a break and physical activity.

2. The second step is to review your Pre-Negotiation Worksheets. Why? You are looking for gaps.

These gaps can be in your ideal outcomes, or it could be you are thinking too small. What other services can you add that would help your prospect get what they want?

Now look at the Pre-Negotiation Worksheets you filled out for your prospect. What else, other than low price do they want? If this isn’t clear you now have a place to look for answers.

3. Recommit to the Win-Win outcome. Why is this important? You BOTH must win. You can’t take a loss. Your prospect/client can’t lose. Period. Your commitment to Win-Win creates the focus required to find solutions that are far better than “acceptable. “

4. Schedule informal time with your prospect. This isn’t about closing your deal. It’s about dreaming big for both of you. Maybe you go out for a drink together, or meet for breakfast. Tell them what you are doing and why—you are looking for an even bigger dream you can help them achieve. Then you each describe what an exceptional outcome might be to find ideas you haven’t considered.

5. Bring in other people who might have ideas you didn’t consider. You’ll see, in the example below, how others who wouldn’t ordinarily be involved might have ideas that will help you find solutions that will close your deal...and these ideas can come from your prospect! Talk to your peers or people in your personal inner circle for ideas. Have your prospect do the same thing.

Here’s an example of how this process can create superior results.

Mark was negotiating a multi-million dollar service contract with his client. He worked in an industry known for low profit margins and tough contract negotiations. Mark had worked for two years with this client, building trust and a great relationship and it was time to renew their contract. But they had reached an impasse.

Although he appreciated the terrific customer service Mark provided, the client wanted lower prices. Mark couldn’t cut prices and further. He had to hit his profit margins. So he suggested talking formally again in two days...and in the interim, also meeting for lunch with his client to brainstorm.

At the lunch, Mark and his client discussed an exceptional outcome five years out. They had a couple ideas but no breakthrough. So they agreed to talk to others to see what they could come up with.

The client discussed the impasse with his boss. They decided to go to the company president and see if there was anything else they could do to continue working with Mark. The company president had a plan to replace equipment in the facility. Maybe Mark could help with this.

It was the Eureka Moment they needed. Mark helped his client get the new equipment at a terrific rate. He was able to maintain his prices and profit margin. The company president achieved his goals 3 years early, and was able to solve a problem he’d been struggling with.

And when Mark’s boss tallied Marks numbers for the year, this deal ended up being double the profit margin they anticipated.

The 5-steps to a Eureka Solution helps you break through negotiation blocks and close more profitable deals. When you take a break, review your plan and commitment to Win-Win, then brainstorm with others, you’ll discover answers you never considered.

The driver of #11 Red followed a similar plan and had his own Eureka Solution...he changed the line he took into Corner 4.

And with those changes, he stopped spinning in circles and hitting walls.

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Article Tags: build negotiation skills, business negotiation, closing sales, conflict resolution, contract negotiation, Negotiate, negotiation, negotiation skills, sales, winwin negotiation



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