Negotiating the Impossible

PREFACE

IF YOU HAVE NEVER faced a difficult deadlock or ugly conflict in your life, consider yourself to be among the lucky few. But if you are like most people, you have encountered negotiations that seemed impossible, and you have struggled with some tough questions: How can you defuse a situation in which no one seems willing to back down? Is it possible to negotiate effectively when you have no money or power? If your attempts at negotiating in good faith are failing, what can you do? How might you deal with people who are acting aggressively or unethically, or who are simply unwilling to negotiate? How can you resolve protracted or escalating conflicts?

Over the years I have worked with tens of thousands of business owners, executives, and ...