Moving Forward When a Negotiation is Stuck

In this episode, Ricardo discusses how to handle stalled negotiations, using the U.S.–China trade tensions as a case study. He highlights that project managers often face deadlocks not due to unsolvable problems, but due to repeated arguments. Instead of pushing harder, Ricardo suggests pausing, reframing the issue, and focusing on interests rather than positions. Key tactics include identifying hidden constraints, involving a neutral party, breaking negotiations into smaller parts, and revisiting the BATNA (Best Alternative to a Negotiated Agreement). Ultimately, success in negotiation lies in rebuilding trust, finding common ground, and fostering collaboration, not in winning, but in moving forward. Listen to the podcast to learn more!