There must be a solution

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Have you heard this negotiation hack?

When you reach an impasse, say “there must be a solution” and then stay quiet and let the other party talk.

There are three clear reasons why this can work.

  1. Firstly, generating options and alternatives is a key tenet of principled negotiations. Getting the other party to contribute options can lead to a breakthrough.
  2. Calling for solutions reframes the impasse from something negative to something positive.
  3. Silence at the right time in a negotiation is a masterstroke. We should always let silence do the heavy lifting.

Give this a try next time your difficult conversation reaches an impasse and let me know how you go.