Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

How to Handle a Negotiation Breakdown – Negotiation Tools

What do you do if your negotiation breaks down? In particular, you have a breakdown in the relationship with the other party? That’s why I developed my 10-step Breakdown Routine.

The Breakdown Routine is designed (and tested) to rebuild a business/professional/workplace relationship in 10 simple, incremental steps. It’s a process every manager and professional needs to know!

Watching this video is worth 2 Management Courses CPD Points*.
(See below for details)

This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators

Other videos about Tools for Negotiators include:
– How to Ask Questions
– Listening Skills
– Empathic Negotiation
– Influencing and Persuading
– Force Field and PMI Analysis
– MOSCOW Analysis
– How to Handle Deadlock

Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the introductory video: Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI

When a relationship has broken down, follow a process to rebuild it.
Breakdown Routine
1. Declare that the breakdown has occurred
“At our last meeting, things went wrong”
2. State the outcomes you want to work towards
“What I would like to achieve is …”
3. Ask for the other person’s outcome
“What would you like us to achieve?”
4. Share the facts, being honest about your own shortcomings. Be prepared to acknowledge different interpretations of events and take care to distinguish facts from opinions
“What happened at our last meeting was …”
5. State your commitments. This may include a recap of what you have been committed to in the past, but must focus on what you are committed to now
“I am committed to …”
6. Invite their commitments, but be prepared for them to decline to make any at this stage
“What are you committed to, now?”
7. Look for what’s missing: in the data, the process, your different perceptions of what is possible
“What was missing for me was a feeling that I had all of the information and feedback that I needed.”
8. Look for options: alternative ways to mend the breakdown
“Here are some possible ways forward for us… What ways can you suggest?”
9. Put together a plan – actions, requests, promises
“This is what I propose to do.. and this is what I would need from you.”
10. Reiterate your commitment
“I think this plan is a good one, and I am committed to pursuing it as best I can.”

Getting Help
• Conciliation
• Mediation
• Arbitration

It would be good if you never need this breakdown routine.
But it would be foolish to think you won’t.
Over the course of a long career, I have needed it four times:
1. I didn’t have it, couldn’t figure it out, failed
2. I didn’t have it, figured bits out, muddled through
3. I didn’t have it, worked it out as I went, rebuilt the relationship
4. I had it, used it, rebuilt the relationship

1. Have you ever had a relationship breakdown? If you have, what did it feel like? How did you respond? Crucially, what steps led to a resolution or estrangement? (2 MC CPD Points)
2. Prepare yourself for the possibility of a future breakdown in your negotiating relationship. Keep the steps of this process on your personal devices. Include notes from what you learned in exercise 1. (2 MC CPD Points)

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it at https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all the recommended exercises, score a total of 6 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #BreakdownRoutine


Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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