Avoid Immovable Positions

We can get to the situation where neither party feels able to budge. At this point a new dynamic occurs, in the sense that you and your opposite number are now opponents rather than counterparts. If you dig in and declare a firm unalterable position, it is more than likely that they will too. Immovable positions should be avoided to prevent deadlock.

A builder had quoted a fixed price for a loft conversion. One particular aspect was the staircase. The local building regulation department proved unusually fussy and insisted on some specific changes to the staircase as the drawing specification was unacceptable. Extra charges were incurred, not just on the revised staircase itself, but on all the fittings required. Deadlock was imminent. In a case like this, if you are belligerent, the customer will invariably put his or her foot down and insist that the builder absorb all the costs. The builder would equally expect the customer to pay all. Immovable positions are taken and deadlock looms.

A better way is to review the whole project positively with the client. It's his home, his project. Ask the client his opinion, what he likes and dislikes. Ask him if he would be willing to pay a little extra for something that would end up significantly better. Is he willing to enhance the whole ship for a ha'penny worth of tar? Exploring a whole variety of options can save the day when the client would otherwise have dug in his heels.

The builder in this case should have the ideal in mind and a minimum acceptable figure as his bottom line.