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Secrets of Power Negotiating by Roger Dawson

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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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