Closing the Deal in Negotiations

Preparing for a negotiation requires significant time and effort, and closing the deal is the ultimate goal. However, the closing stage is often the most challenging part of the process and you are likely to face several negotiation barriers.

Research reveals that 17-24% of negotiations fail even when both parties are expected to gain from the deal. This highlights the complex nature of reaching a mutually beneficial agreement and emphasizes the importance of detailed negotiation planning.

In this article, we will explore effective strategies to overcome common obstacles in deals and achieve your negotiation goals.


How to Close a Deal in Negotiations

Negotiations rarely run smoothly and you are likely to encounter obstacles during the process. Closing deals successfully requires careful planning, effective communication, and a strong negotiation strategy.

Let’s look at some common obstacles you might face and ways to overcome them.


Closing Negotiation Barriers


While going into negotiations feeling prepared and confident is important, excessive confidence can hinder the outcome. 

A research study by Becker and Curhan found that participants who felt negative after a negotiation performed better in subsequent negotiations, while those who felt they performed well became overconfident and performed less effectively. It is important to strike a balance and remain grounded throughout the negotiation process.


Unresolved Issues

Unresolved issues pose another significant challenge in negotiations. These issues may include disagreements about specific conditions or fundamental differences in expectations and goals.

Being proactive and resolving any issues early on in the negotiation process is a key part of success. Maintaining regular and open communication with the other party will help you identify potential problems or concerns.


Differing Interests

Understanding and accommodating differing interests is crucial for a successful negotiation.

Both parties must perceive the deal as mutually beneficial for it to close successfully. Taking the time to research and understand the other party's needs and interests will enable you to tailor the negotiation strategy, boosting the likelihood of a favorable outcome.


4 Tips for Closing Deals

Avoid Delays

Closing delays can create conflicts and increase the risk of a deal falling through. Do everything in your power to avoid delays. For example:

  • Complete necessary paperwork efficiently;
  • Respond to queries quickly;
  • Ensure both parties enter the deal with a realistic understanding of the agreed-upon timescales.


Keep Track of Issues

Unresolved issues are a common roadblock in deals and can cause negotiations to break down. Keep a record of all issues and address them proactively with the other party. By addressing these issues early, you can prevent them from escalating and hindering the negotiation process.


Add Urgency

Creating a sense of urgency is a simple persuasion tactic that is often used in negotiations. Urgency triggers like limited-time offers can encourage the other party to act quickly, helping you reach an agreement faster.

Pro Tip: Highlight time-sensitive benefits or limited-time offers to emphasize the value of acting quickly. However, it’s important to use urgency triggers ethically and avoid manipulative tactics that can damage relationships.



Various studies have shown that transparency is a key element of successful negotiations. A buyer will lose trust immediately if they suspect that you are not being transparent and this is likely to cause the negotiations to break down.

Here are five ways to improve transparency in negotiation deals:

  1. Open Communication: Maintain open and honest communication between all parties involved in the negotiation process.
  2. Discuss Expectations: Have a detailed discussion with the other party to understand their expectations, goals, and desires. This will help to align your interests and find common ground.
  3. Disclose Relevant Information: Be honest about any issues that could affect the outcome of the deal.
  4. Agree on a Negotiation Schedule: Establish a clear timeline and deadlines for various stages of the negotiation.
  5. Avoid Manipulative Behavior: Avoid using manipulative and deceptive tactics that purposely create pressure on the other party. Pressure tactics such as creating urgency can be effective, but they must be used ethically.


Final Thoughts

Closing a deal in negotiations is often the most challenging and critical stage of the process. Getting to the closing stage requires hours of preparation, yet studies show that a large number of negotiations still fail to reach an agreement, even when both parties are expected to benefit.

You can improve your chances of success by preparing in advance and having a plan in place to overcome common negotiation barriers. Avoiding delays, addressing issues early, and maintaining transparency are all simple tactics you can use to close deals and achieve your negotiation goals. For negotiation training taught by our leading experts, get in touch with Scotwork Global and begin your negotiation journey today.