What approach should you take when a negotiation reaches a stalemate?

When a negotiation reaches a stalemate, revisiting the initial goals and mutual benefits is a highly effective approach. This strategy allows both parties to refocus on the fundamental reasons for the negotiation and the shared objectives that brought them to the table. By doing so, it encourages a collaborative atmosphere where both sides can evaluate their needs, clarify misunderstandings, and realign their interests.

Focusing on the original intentions and looking for mutual benefits can help identify areas where compromise might be possible, facilitating movement away from the stalemate. It prompts both parties to consider what they hoped to achieve at the outset and how they can collaboratively work towards those ends, possibly leading to new solutions that satisfy both parties.

Other strategies, like changing negotiation tactics completely or introducing new products, might shift the dynamics but do not necessarily address the underlying issues that caused the stalemate. Similarly, bringing in additional stakeholders can complicate the negotiation further unless all parties share a clear understanding of the original goals and mutual benefits.