When specific, steadfast demands are brought to the table, negotiation exists in one dimension. One-dimensional challenges facilitate binary solutions. Will the answer be yes? Or no?
A potential customer might be hesitant to close a deal because of quality assurance issues with previous suppliers. Is the customer’s primary concern the quality of your product, the service delivery, or potential impacts on their brand? Create space for negotiation by taking the time to add dimension and identify the root of concern.
Overcome unresolved negotiations with creativity. Listen to what’s being said, ask questions, and provide space for compromise.