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The Leader's Guide to Negotiation by Simon Horton

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Chapter 17

Deadlock

Expect deadlock

One of the tougher situations to crack in a negotiation is when there seems to be a deadlock due to mutually exclusive demands. These arise frequently and can sink a deal. The good news is that in most cases they do not need to; in most cases a solution exists.

Expect deadlock. Of course, there will be deadlock; that is exactly why you are negotiating. Expect a stand-off. Expect a time when there seems to be no way forward. Expect a time when their demand seems to be unavoidably at the expense of yours. This is not the end of the negotiation. This is just part of the process. Take your time, carry on the conversation, be creative, you will find a way through.

This is where leaders come to the fore. They push ...

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