Strategi Mengatasi Deadlock Dalam Negosiasi
DOI:
https://doi.org/10.31004/cermat.v1i3.85Keywords:
negosiasi, deadlock, strategi penyelesaian, komunikasi, mediasiAbstract
Deadlock dalam negosiasi merupakan kondisi ketika proses perundingan mengalami kebuntuan akibat perbedaan posisi, kurangnya komunikasi, serta ketidakmampuan para pihak menemukan kepentingan bersama. Penelitian ini bertujuan menganalisis faktor penyebab deadlock serta mengidentifikasi strategi yang efektif untuk mengatasinya melalui pendekatan yuridis normatif dan studi kepustakaan. Hasil kajian menunjukkan bahwa deadlock umumnya dipicu oleh kekakuan posisi, salah persepsi, bias kognitif, tekanan emosional, serta minimnya alternatif solusi. Berbagai strategi seperti reframing, penggunaan standar objektif, penerapan BATNA, teknik caucus, serta keterlibatan pihak ketiga (mediasi) terbukti mampu membuka kembali ruang dialog dan mengembalikan proses negosiasi ke arah yang konstruktif. Penelitian ini menegaskan bahwa kemampuan memahami kepentingan dasar, mengelola emosi, dan membangun komunikasi kolaboratif merupakan aspek kunci dalam mencegah dan mengatasi deadlock secara efektif.
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