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How to Handle a Negotiation Breakdown - Negotiation Tools | Management Courses - Mike Clayton | YouTubeToText
YouTube Transcript: How to Handle a Negotiation Breakdown - Negotiation Tools
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Video Summary
Summary
Core Theme
This content outlines a structured 10-step "breakdown routine" designed to repair and rebuild damaged relationships, particularly in professional or negotiation contexts, when communication and trust have faltered.
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i hope this will never happen to you
but if it does it's best to be prepared
what do you do if the relationship
with the counterparty breaks down
this video i'm going to talk you through
my breakdown routine
if a breakdown happens the first step is
to declare the breakdown
at our last meeting something went wrong
and i feel our relationship has
see how they respond they might say no
everything's fine i'm fine with you how
do you feel about us
and you might not actually have the
breakdown that you fear
but if you do have a breakdown the next step
step
is to state your outcome what you want
to happen
what i'd like to achieve is
unusually it's going to be something
like what i'd like to achieve
is to rebuild the relationship so that
we can again
start to trust one another and pick up
this negotiation
with confidence and move forward and
slowly rebuild that trust that we had
third invite them to state their outcome
what would you like us to achieve what
do you want
now i hope they're going to feel very
much the same way as you
that they want to rebuild the
relationship that they want to get on
with the negotiation
they might say you know what we really
don't trust you and we don't have
anything more to do with you
and you have to respect that you cannot
win back their respect and their trust by
by
however if they do want to rebuild the
relationship it's time to move to step four
four
of the breakdown routine this
is where you share the facts the
understanding of what happened
you can start by saying this is what i
think happened at our last meeting this
is how i
interpreted it what you need to do in this
this
dialogue is to separate facts from
opinions and perceptions
agree on the facts and share the
different opinions different perceptions
that you have
so that you can each understand the
other's position
because the way that you feel is a fact
it's a fact that you feel that way it's
a fact that i feel this way
we both need to acknowledge that those
may be based on perception
that isn't reality but the reality is
once you both have a common
understanding of the situation
you each know how the other person feels
you have a shared assessment of what
the facts the the reality of the situation
situation
is it's time to share your commitment
understanding all that
what i commit to do is and usually
that's going to be something
around putting right the mistakes that
you made
being able to move forward in a
different way
having made your commitment step six is
to invite them to make their commitment
when you've made your commitments you
need to work together to find out what's missing
missing
and how to fix it is it
poor behaviors is it missing information
is it a process that's not working
again each of you should be saying
something like what's missing for me is
for example what's missing for me is i
didn't feel like i had all the
information and feedback that i needed
suggested based on what's missing step 8
is to look for options
to fix it what can you do practically
to fill in the gaps and to make things right
right
and to start to rebuild a process that
will lead to a growth in trust
and development of the relationship you
might be saying something like
here are some possible ways forward what
else do you suggest
and from that step nine is to work
together to build a plan
and make the plan as detailed as you
both can
and as you both feel comfortable with
allocate responsibilities clearly and
with time scales if appropriate
i will do this you will do that i'll get
this done by certain state
you'll get that done by another date
this is what i propose to do this is
what i need from you
once you have a plan reiterate your commitment
commitment
we've got a plan i believe in the plan
and i am committed
to working for that plan and to be open
and honest
about how it's going so that we can work together
together
if the process has worked they will repeat
repeat
this is not a magic fix but it does work
i have used the breakdown routine for
real in two
situations in the first one i kind of
evolved it
to meet the situation and then after it
worked spectacularly well i documented
it and used it
later in another situation
and i've since written it up in a couple
of the books that i've written
it does work but what if it doesn't
well it's outside of the scope of this
simple video and indeed
of this course to look at it in detail
but there are effectively
three levels of escalation if a
relationship has truly broken down
but you want to fix it and the first is
to get a third party to conciliate
so conciliation is the first step and
the second step is
mediation where the third party will
help you
both to come to an agreement and the
final step is arbitration where you call
upon a third party to arbitrate on
basically who is right and who is wrong
and what a fair result is
i hope you will not need to move to
conciliation mediation or arbitration
and i am confident that the best chance
you've got is to follow
my simple 10-step breakdown
routine please give us a thumbs up if
you like this video
there's loads more great management
courses content to come
so please subscribe to our channel and
hit the bell so you don't miss any of it
i'll look forward to seeing you in the
next video and in the meantime
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