November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 10Middle Negotiating Gambits: Handling Impasses
In extended negotiations you will frequently encounter impasses, stalemates, and deadlocks in your negotiations with people. Here’s how I define those three terms: Impasse: you are in complete disagreement on one issue, and it threatens the negotiations; stalemate: both sides are still talking, but seem unable to make any progress toward a solution; and deadlock: the lack of progress has frustrated both sides so much that they see no point in talking to each other any more.
It’s easy for an inexperienced negotiator to confuse an impasse with a deadlock. For example, you manufacture auto parts, and the purchasing agent at the automobile manufacturer in Detroit says, “You’ll have to cut your ...
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