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A Deadlock occurs when the lack of progress has frustrated both sides so much that they see no point in talking to each other any more.
- The only way to resolve a true deadlock is by bringing in a third party.
- The third party can act as a mediator or an arbitrator. Mediators can only facilitate a solution, but both sides agree up front that they will abide by an arbitrator’s final decision.
- Don’t see having to bring in a third person as a failure on your part. There are many reasons why third parties can reach a solution that the parties to the negotiation couldn’t reach alone.
- The third party must be seen as neutral by both sides.
- If he/she is not seen as neutral, she should position herself as such by making a small concession to the other side early in the negotiation.
- Keep an open mind about the possibility of a deadlock. You can only develop your full power as a Power Negotiator if you’re willing to walk away. By refusing to consider a deadlock, you’re giving away a valuable pressure point.