6
Barriers to Agreement
How to Recognize and Overcome Them
Key Topics Covered in This Chapter
- Die-hard bargainers
- Lack of trust
- Informational vacuums and the negotiator’s dilemma
- Structural impediments
- Spoilers
- Cultural and gender differences
- Communication problems
- The power of dialogue
SOME NEGOTIATIONS cannot be completed for the simple reason that one or another party has better alternatives elsewhere. For them, negotiations are not in their best interest; it’s better to walk away. But other negotiations for which ZOPAs exist nonetheless fail. One need only examine geopolitical history to note the many conflicts that could have been negotiated successfully had the parties been more objective and less driven by pride, impatience, stubbornness, ...
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