CHAPTER  10

Breaking a Negotiation Deadlock

At times, no matter how well you plan, the negotiation can seem to get into a deadlock where no progress appears to be possible. The main thing to remember is that both parties will lose if the deadlock is allowed to continue.

That’s not to say that there are never commercial negotiations where the best course of action is simply to walk away. Sometimes it is better to have no resolution at all than to have one that is unsatisfactory to both parties. Clearly that is not what we want in hostage negotiation, but for now let’s focus on commercial situations. Let’s assume there is a mutual desire to reach an agreement that for the moment seems to be frustrated by some sort of deadlock. At these times there ...

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