Tom didn't quite know what to do. He had prepared several creative proposals, and until just now, he'd hoped that the Wolcott team would have brought some of their own. But they hadn't, and they didn't like his ideas either.

In desperation, he tried, "Maybe we should look at these options again — perhaps I explained them poorly."

Powell spoke for Wolcott. "No, you did a fine job — all three are just nonstarters. We liked where we were yesterday."

When we're negotiating a difficult issue, we might occasionally feel that our negotiation partners are being inflexible. They won't even entertain alternatives that seem to us to be promising. We sometimes say to ourselves, "they've made up their minds."

We can feel frustrated when we encounter this. For most of us, flexibility and rationality are attributes we value, and when someone openly "breaks the rules," we can even feel angry.

Keeping in mind the many possible meanings of their behavior can make it easier to accept difference when we find it. Here are just a few alternative explanations for apparent intransigence. Of course, analogous ideas apply to you, too.

Maybe they know something

Perhaps there's some important information that they know and you don't. Whether or not that information is correct, they may be unable to share it with you. If you knew it too, your views might be more in alignment with theirs.

Maybe they don't know they know something

Perhaps they know something, and they believe that you know it, too, but you don't. If having the information is important to their view, not having it might be important to yours. Try inviting them to explore assumptions and context with you, to be certain that they've shared everything they can.

Beliefs are stronger than facts

They might have firm beliefs, rather than facts, that lead them to the conclusion they've reached. Persuading someone of the validity of facts is often possible; persuading someone of the invalidity of their beliefs is much more difficult.

The slim end of the wedge

They might believe that you have a wider agenda than you claim, and that if they flex here, you'll move them along toward your real objective. Is there any truth in this?

Directed disagreement

A superior might have directed them to take the position they're taking. This can happen, for example, when compromise might threaten a larger strategy that they're unwilling to modify or disclose, assuming that they know what it is.

When you next encounter strong differences, it might help to remember that we can never really know what's in the mind of another. And sometimes, we're not completely sure about our own.

For more about differences and disagreements, see ; ; ; and .