This story is for you if:

• You have made a big mistake in a negotiation and you need a way to recover;
• Your efforts at settlement have fallen on deaf ears;
• You have stepped in a negotiation minefield and you need to find a way to get back on track.

Periodically we find ourselves with a good case that will no doubt settle for serious money. In an effort to maximize the result, we come up with a negotiation strategy that on the surface looks like the perfect approach to turning a good case into a great outcome. We might have used the particular strategy successfully on another matter, so we’re convinced that this is the time to dust off the same page from the old negotiation playbook. Unfortunately, this time the effort backfires and the other side walks off the playing field.

.....

Here is what can be done in when a mistake is made in a negotiation that results an impasse:

1. Avoid going to the media to punish your adversary.
2. Acknowledge directly to your adversary that the negotiation got heated and that you made a move that you regret.
3. Take a positive step such as showing recognition of your adversary’s higher status to get your talks back on track.
4. Don’t ignore your mistake or you will deepen your adversary’s resentment.
5. Utilize the mediator to keep the other party from walking out in order to bring the talks back to a productive dialogue.

Read the rest from the Kluwer Mediation Blog [HERE].