can revisit it later. However, if it’s central to the negotiation, then first try one of the two options above. Issue Obstacle Issue obstacles tend to be the most consequential to a negotiation, but getting past them is usually easier than getting past the others. If you do get stuck, consider trying one of these methods: • Find out why. If someone rejects your position on an issue, find out why. People frequently defend a position before they even understand why someone objects to it. Ask questions first, then try to find resolution. You might be surprised by how easy it is to address the issue once you know what it is. • How could you say yes? You don’t have to say yes to their demand, but before you reject it outright, think to yourself, “What would I need to say yes?” This will help unlock your creativity, allowing you to find ways to resolve the obstacle and move forward.
their ask, and it will help you understand the implications of your commitment (or lack thereof).
• Explore the space. Issue obstacles can arise when we don’t quite understand what it means to accept or reject a proposal. Before committing, ask the other side, “Suppose I could do that — what would that do for you?” This will force them to articulate the value of
These are just a few of the ways to get past some of your obstacles at the negotiating table. The reality is, an obstacle is just a temporary roadblock that can be overcome with calmness, creativity, and perseverance. Don’t let your obstacles become your excuses!
13
Made with FlippingBook - Online magazine maker