Lots of negotiations go through a sticky phase of “standoff”, where both parties refuse to compromise. Some negotiators deliberately break off contact, instigating a game of chicken: “who calls first, loses”. And all the while, a deal gets further away and business performance suffers.
So how do you maintain a constructive dialogue without appearing desperate to compromise? By using three points of contact, playing three clearly defined roles:
Terrier:
The most junior of the three, the collaborative, energetic Terrier understands the situation but wants it resolved so they can hit their targets. They will never undermine their boss, the bulldog, but will work tirelessly to help find a solution that will work for both sides. This allows their boss to hold a much harder line.
Bulldog:
The middle of the three is the actual negotiator. These Bulldogs stand firm on principle, and they “don’t need to reach a deal any time soon”. Busy offering great opportunities to “more collaborative” partners, they will come back to the table when there’s something worth discussing.
Great Dane:
The most senior figure, the visionary and statesmanlike Great Dane, may have ultimate authority, but is not there to negotiate the deal – that’s not their job. Passionate about the future and pragmatic about the present, their rare but perfectly timed involvement brings optimism and a fresh impetus to create solutions. “If they can put a man on the moon, I’m sure we can find ways to work together”.
Each of the players must have a healthy relationship with their opposite numbers. If you haven’t got them already, start building them.
USE THREE ROLES: With every important trading partner. Build the relationships now, way before any conflict starts.
DON’T USE THREE ROLES: When the relationship is of low value or you fail to develop the right level of contact in the other organisation.