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Secrets of Power Negotiating by Roger Dawson

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Section TwoResolving Tough Negotiating Problems

This section will show you what to do when the going gets rough. In earlier chapters you learned how to:

image Handle Impasses—by setting aside the major issue and creating momentum on minor issues first. (See Chapter 10.)

image Handle Stalemates—by changing the dynamics of the negotiation. (See Chapter 11.)

image Handle Deadlocks—by bringing in a mediator or an arbitrator. (See Chapter 12.)

In this section you’ll learn ...

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