Each side tends to focus on the end goal & their desire to ‘win’. Flipping this narrative so that the focus is on the client and truly understanding what they need (which may not be what they are asking for) is the foundation. Unpack what has transpired to date and where and why the negotiations became derailed. What are they saying no to. Understanding what your client is trying to accomplish and why it is worthwhile helps you in position solutions. Work with your team on goals and identify best case scenarios. Craft pointed questions to identify deal killing issues and then how you can diffuse them. I have found being prepared, staying calm, repeating what they say to signify understanding & often times just staying silent works wonders.

Following the Harvard Principle and managing emotions leads to more effective negotiations. This means: - Separate People from the Problem - Focus on the issue, not personalities - Focus on Interests, Not Positions: Understand underlying needs. - Generate Options: Brainstorm multiple solutions. - Use Objective Criteria: Base decisions on facts and standards. Stay Calm: Manage stress with techniques like deep breathing. Active Listening: Build trust and defuse tension. Prepare Thoroughly: Confidence through preparation.

When coaching a high-potential leader through challenging client negotiations, preparation is key. Help them research the client’s needs, goals, and possible objections thoroughly. Role-play different scenarios to build confidence and refine their approach. Encourage active listening during the negotiation to identify key concerns and opportunities for compromise. Teach them to stay calm under pressure, focus on win-win solutions, and be flexible where needed. Provide ongoing support, offering constructive feedback, and celebrating their progress. With the right guidance, they'll navigate tough negotiations with confidence and skill, ensuring success for both the client and your organization.