Coaching practices for We're Completely Deadlocked on the One Number Every Dollar I Win is a Dollar They Lose and Neither of Us Will Budge but I Have a Feeling There Are Other Things in Play We Each Care About Differently If I Could Stop Tunneling on Price and Bring Them Onto the Table

Describe almost anything you are working through and IX Coach finds the practices whose real-world fit is closest. For We're Completely Deadlocked on the One Number Every Dollar I Win is a Dollar They Lose and Neither of Us Will Budge but I Have a Feeling There Are Other Things in Play We Each Care About Differently If I Could Stop Tunneling on Price and Bring Them Onto the Table, these are the strongest matches in the current practice library.

Does this sound like the set of challenges you might be facing?

• We’re completely deadlocked on the one number
• We’re stuck head-to-head over a single number, both digging in on what we’re demanding, and I keep sensing that if I understood what’s actually driving their number
• We’re deadlocked because they’re certain the numbers will land one way and I’m just as certain they won’t
• The whole thing has collapsed down to one number and we’re just staring each other down over price, so whatever I gain they lose
• We’ve got several things on the table and we keep splitting each one right down the middle, leaving us both half-satisfied on everything

Practices that may help

1. Expand the ZOPA by adding issues to the negotiation
   When you’re stuck on a single issue, adding more issues often creates room for trades that satisfy both sides.
   ZOPA: The Zone of Possible Agreement
2. Probe for interests, not positions
   Ask why the other side wants what they say they want before responding to what they say.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
3. Write contingent contracts when forecasts disagree
   If you and the other side have different predictions, let the outcome decide who was right.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
4. Add issues to expand the pie
   Bring more variables in — timing, scope, future work — so there’s more to trade.
   Win-Win Thinking: Expanding the Pie
5. Trade across differing priorities
   Give on what you value less to get what you value more — and have them do the same.
   Win-Win Thinking: Expanding the Pie
6. Focus on interests, not positions
   Ask why a position is taken — the underlying interest is almost always more negotiable than the stated demand.
   Principled Negotiation, Made Practical
7. Distinguish substantive, procedural, and psychological interests
   The interest behind a position is often not about the money or the terms — it may be about face, fairness, or control.
   Interests vs. Positions: The Core of Integrative Negotiation
8. Logroll by trading issues of unequal importance
   Concede on what matters less to you in exchange for gains on what matters more.
   Expanding the Pie: Negotiation Beyond Splitting the Difference
9. Focus on interests, not positions
   Dig beneath what each side demands to why they want it — the interest, not the stance.
   Getting to Yes: Principled Negotiation
10. Negotiate from abundance, not scarcity
    Question the assumption that what one side gains the other must lose.
    The Third Alternative, Made Practical

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