When a client digs in their heels on negotiation terms, it’s time to get creative. Try shifting the focus from positions to priorities—often, there's more room to work with than it seems. Ask questions that uncover what really matters to them and share how your approach meets their goals. If they’re still holding out, add a touch of humor or a fresh perspective to keep the conversation light and open. Showing flexibility without sacrificing your core value keeps things collaborative and may just be the nudge they need to meet you halfway.

When dealing with a client who won’t budge on negotiation terms, start by understanding their perspective. Ask open-ended questions to learn what matters most to them and what limits they have. Look for areas where you both agree and show how your idea can benefit them using clear facts. If they still resist, think of new solutions like changing the plan a bit or offering a trial. Be understanding and build trust, but it’s equally important to set clear boundaries and know when to respectfully walk away.

First of all, do you really need to break through the resistance? Or, if a client digs in their heels, is it a sign that this might not be the easiest partnership and bring more pain and challenges than benefits?

I think it is key to understand their goals and to make sure that the business relationship will be a win-win. There is no point in closing a deal in certain and not acceptable terms. If a fair agreement for both parties with flexibility shown by both parties in the beginning, it may not be worth to start it.

1. Understand their why: Dig deeper into the reasons behind their stance. 2. Reframe the conversation: Shift focus from positions to shared interests. 3. Present new data: Share market insights that support your perspective. 4. Find creative alternatives: Explore options beyond the initial terms. 5. Use strategic silence: Let pauses create space for reflection. 6. Highlight mutual benefits: Show how flexibility serves both parties. 7. Break it down: Address resistance points individually rather than as a whole. 8. Build allies: Identify and engage other stakeholders who influence decisions. Breaking through resistance isn't about winning—it's about finding common ground for mutual success.