What do you do if your conflict resolution tactics aren't working in a high-stakes negotiation?

Uno suele entrar en un estado emocional que no suma, en cambio, intentaría enfocarme en estos aspectos: - Intenta controlar el peor escenario posible, tenerlo en cuenta, saber qué podría pasar y estar preparado para ello. Que tu reacción a este escenario sea Proactivo y no Reactivo. - ¿Cuáles son los NO negociables y cuales los SI? ¿Hay algún factor externo que pueda o esté influyendo en estos límites? ¿En qué SI te puedes apalancar para mover estos límites en la negociación? - Si en el nivel de conversación en que se está desarrollando la negociación es un bloqueante, aléjate a una perspectiva más general del tema, para invitar a nuevas perspectivas. El cambio de foco a estos puntos, hará automáticamente que pienses en frío.

I've noticed that in high-stakes situations, we can sometimes fall into the trap of performative listening. We nod and make affirming sounds, but our minds are racing ahead, planning our next move. This can lead us to miss crucial nuances or unspoken cues. Another challenge I've encountered is the tendency to interpret everything through the lens of our own goals. We might hear what's being said, but we're so focused on our desired outcome that we twist the meaning to fit our narrative. It's also easy to become hyper-vigilant, reading too much into every word or gesture, which can lead to misinterpretation and increased tension. Lastly, we must be careful not to use active listening as a manipulation tactic, as it can erode trust.

'If at first you don't succeed, try, try again' comes from Edward Hickson's book The Singing Master. If you're in a negotiation and your approach is not landing in the desired way, you need to pivot. You should never go into a negotiation without doing your homework - understanding what it is you are negotiating, why it matters, what the goal is, and what your parameters are. Often negotiations require creativity. If you are actively listening to your counterpart in a negotiation, you will certainly learn things you had not known or appreciated before. To respond to new information and insights, and negotiate dynamically, you need to have done your homework. Flexibility and adaptability are often required to break an impasse.