HBR Guide to Negotiating (HBR Guide Series)

Section 3

The Common Challenges

Tools and techniques you can use in specific situations.

All the advice we’ve given you so far optimizes your chances of reaching a successful agreement. But even with diligent preparation and a thoughtful approach, sometimes the most flexible negotiators can still find themselves stuck.

The four most common problems that negotiators may face are:

1. There are multiple parties involved. With numerous people at the table, the complexity of the negotiation has slowed it down or stopped it altogether.
2. Your counterpart is a hard bargainer. Your fellow negotiator resists your attempts to work collaboratively and instead states a position and demands concessions.
3. Communication breaks down. You and the other party keep ...