[MUSIC] Hello, in this video I would like to discuss with you two crucial questions for any negotiator. Why do so many negotiations fail? And what can you do to avoid this? We've all been confronted with this situation. We've prepared hard for negotiation, we spent time at the table, and in spite of our efforts, we have the growing impression that this is going nowhere. Is no deal the only way out? Certainly not. When you think that there's going to be no deal on the table, step back for a second and analyze why despite your efforts, there is no deal. There might be a good reason, a reason that, like it or not, you have to accept. In this particular negotiation, there could be no zone of possible agreement. No ZOPA as we call it. Maybe there is no ZOPA because the mandate, the instructions both of you got from the bosses do not overlap. Maybe there is no ZOPA because your motivations, your priorities and theirs, are strictly at odds. You both want the same thing and for the same reasons. Sometimes there's no ZOPA because the solutions away from the table, your plan b, or theirs or both is better than the solutions anyone can provide. Nobody can match the others plan b. In these three cases, there is indeed no need to waste for the time in the negotiation. Better to close the discussion politely and maintain the relationship for future opportunities. However, research shows and practitioners confirm, that in many cases negotiations come to nothing although a deal was possible. There was a ZOPA, but negotiators failed to find it. That's why it's essential to understand the typical factors of failure in negotiation, and of course, how to cope with them. So let me introduce ten of them, as they appear when analyzing failed negotiations. First and most common reason is probably this one. The relationship between the negotiators is so damaged that they fail to interact properly. What can be done? Either improve the relationship before addressing the substance or change players on both sides. Or involve a third party, a mediator. Second, negotiators may fall into the trap of the so-called Gorilla syndrome. They try to impress each other so much that rapidly the relationship is damaged. And similarly, negotiators try and impress their boss, they wish to exceed the objectives, that their boss, gave them, to the extend that in their perception, the ZOPA disappears. What to do, stick to the facts, focus on the real objectives and do not try to impress anyone, as it usually backfires. Third, the key player is missing at the table. Without his or her input, you cannot close the deal. The solution is simple. Identify and then invite this relevant stakeholder for part of the negotiation. Fourth, true motivation and needs have not yet been properly understood. So dig deeper. Improve information-sharing to help your counterpart better understand why you need something. And help your opposite member do the same through using active questioning. Number five, no deal sometimes because no satisfactory solutions have been found at the table, yet. It is still time to try and be more creative. Solutions have to be invented and engage into brainstorming. Is that all? No, there's a few more to come. Factor six, excessive anchoring. Negotiators started with extreme demands. Which of course can not be met. And now they're stuck with them. The solution is for you to back your demands with objective justifications using benchmarks and non-deniable facts. And then you stick to them. Seven, the process is chaotic, no agenda, no rules, no working methods. Stop discussing the substance and set a process first. Eight, running out of time. You did not anticipate how much time you would have or you've wasted it. Solution is simple. Prepare better in order to focus on what must be said in a concise manner. Always ask at the beginning, how long do we have for this meeting? Nine, running out of steam. People around the table are getting exhausted. Because of that, they start making mistakes. So, it is better to stop. Go for a break. Get some fresh air. And then, start again. Ten, the environment is not adequate. You're meeting in an office and you're constantly interrupted by colleagues or the telephone, and the impact can be disastrous on your opposite member, who doesn't feel he's getting the consideration he should get. So the solution is simple, take the logistics seriously, look around, find a better place. So remember, whenever you feel there is going to be no deal, stand back, analyze in order to understand why there is no deal. And you will usually recognize one or a combination of several of these factors. And then, see how to implement the antidote. It might not work. But if you not try, it will definitely not work and you will remain in the stalemate. Lastly as a general rule, do not expect to conclude a negotiation session on the binary mode, either no solution or a solution for everything. In important deal making, there will usually be a step by step progression. Agreement to meet again, and on certain process. Maybe later you will have the agreement on the disagreement, which is a very important progress. Later on you will have what we call partial agreement. We agree on clause four, six and seven, but on the others we disagree. Contingent agreement. There will be an agreement if certain conditions are met. And then at some point, you will reach the final and comprehensive agreement. So now, lets check your memory with a little quiz. To check the answers, go back to the video once again. Good Luck!
