But, like many aspects of life, these setbacks offer valuable learning opportunities. Picking yourself up and reflecting on what happened though sobering and sometimes outright depressing, can be one of the most powerful ways to grow and improve as a negotiator. 

To help you bypass the disappointment of your own deadlocked deal, here are five common lessons learned from failed agreements.

1. The Information Dilemma

Effective communication in negotiation is rarely straightforward. Should you call, email, text, or stay silent? Should you share information, hold back, ask questions, or do a mix of all three? Negotiation is fundamentally about communication, and navigating this information dilemma can often determine the difference between success and failure. Failing to carefully consider the pros and cons of each communication method often leads to miscommunication, withholding crucial information, or under-communication, all of which can quickly result in a deadlock.

2. A People Problem

Negotiators often underestimate the impact personalities play on reaching an agreement. Yes, the economics of the deal need to add up, but sometimes the real challenge lies not in the numbers but in the dynamics between the people involved. Put two incompatible lead negotiators at the table, and no matter how favourable the terms, getting to a “yes” can feel nearly impossible. 

3. Tick Tock

Timing is everything in negotiation. Get it right, and the process feels almost effortless, get it wrong, and you might find the other party saying “No” no matter what you offer. Many deals fall apart because neither party feels time pressure, or conversely, time constraints prevent adequate preparation. Understanding how to leverage timing can make the difference between closing a deal and reaching a deadlock.

4. Team Alignment

When alignment within your negotiation team is right, the team feels confident and empowered. When it’s lacking, efforts can become muddled and erratic, causing you to lose momentum. Misaligned teams should focus on the 3 Cs of organisational alignment: Coordination, Communication, and Collaboration.

5. You Want It Too Much

When you want the deal too badly, it shows. This eagerness can undermine your leverage, shifting power to the other party and often leading to poor terms, or no deal at all. Stay balanced and be willing to walk away.

Not all deals are great deals, and sometimes walking away can be the best option. When no deal is the outcome, take time to assess the factors within and beyond your control that played a role. By doing so, you’re already preparing for your next negotiation, and positioning yourself ahead of the rest.