How we change what others think, feel, believe and do
Change the Negotiator
Change the person who is doing the negotiation for your side. Explain that the previous negotiator has been called away.
The new negotiator then goes over all the decisions and agreements with a fine-toothed comb, weeding out all the exchanges that he or she does not like. Or maybe starts rebuilding a relationship that has turned sour.
In fact, the new negotiator can, if they choose, start the negotiation from scratch.
I'm sorry, to do this properly we have to start from the beginning.
Hmm. Before we continue I'd like to review what has been agreed so far.
I hear things got rather heated yesterday. Can we start afresh?
Negotiations and exchanges are often considered to be done at the personal level, even though one person may be negotiating on behalf of and entire corporation. Changing the negotiator can be very much like starting over again.
Particularly when the negotiation is stuck or not going to plan, a new person can bring new ideas to the table.
When relationships have soured, a new person can apologize for the previous person or otherwise renew the relationship.