Changing the Negotiator
If the initial talks have started to go the wrong way or someone was offended, replace the original negotiator with someone new. Tell the other side that the earlier negotiator is now unavailable.
Since negotiations are considered a personal exchange, the new negotiator has the power to essentially start over again.
Example
A corporation is trying to buy a smaller company that has reached the northwest market they want to penetrate. The smaller company has been family owned and operated for 50 years and the grandson on the founder is now the president. He wants to make sure his family’s company will stay intact after it is purchased. He doesn’t want jobs or quality to be lost.
He starts the negotiation with a cut throat businessman who he precisely doesn’t want taking over the family business. Even though the businessman is more than confident in his abilities, he realizes that things are not going too well. He asks a colleague that has a softer approach to take over for him.
