Avoiding Losing Trends

You need to know how to recognize and react to a losing trend in the negotiation process. You should also understand why negotiations can become derailed and appreciate a variety of options for dealing with deadlock.

In long negotiations, the advantage often swings back and forth between the two sides. However, sometimes you can find yourself on a losing trend when you feel that despite your best efforts you are consistently coming off second best.

As a general rule consider a losing trend to be indicated by:

- A situation where you find yourself making three unilateral concessions in a row.

- You can’t keep the other side focused on issues which you feel are important.

- You find yourself persuaded by the arguments of the other side on three or more successive points.

You should learn to recognize a losing trend and respond by either:

1. Taking a Break - make an excuse and suspend negotiations while you reorganize your arguments and rethink your strategy. This could be a short coffee break, a lunch break or you could make an excuse for suspending negotiations overnight.

2. Moving the Focus - a losing trend can result from the negotiations becoming centered on your weak areas. Try to move the debate on to areas where you are stronger.

3. Trading a Concession - one sure way to stop a losing trend is to gain a concession from the other side. This may be worthwhile even if the trade seems generous from your perspective - as you may shift the momentum back to your side of the negotiating table.