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Negotiating Outcomes: Expert Solutions to Everyday Challenges by Harvard Business School Press

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Barriers to Agreement

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MOST CONFLICTS CAN be negotiated successfully if the parties can remain objective and if they aren’t driven by pride, impatience, stubbornness, or ignorance of the facts. Many barriers to successful negotiations can be overcome or eliminated if you know how to manage them. Here are some typical barriers to agreement, along with suggestions for dealing with them.

Die-hard bargainers

They are out there—the die-hard bargainers, for whom every deal is a battle. How can you work with such highly competitive negotiators? Here are some suggestions:

  • Know their game. Don’t let die-hard bargainers intimidate you. Anticipate unreasonable ...

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